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Salary: USD 124,875 - 223,734 / annual
Arcadia is an AI-powered energy intelligence platform that helps enterprises manage utility bills, procure energy, and advance sustainability at scale. The company serves Fortune 2000 clients with unified data, AI analytics, and expert advisory.
You will join the Strategic Finance team as Director of Pricing and Profitability, leading the design and execution of Arcadia's pricing strategy in partnership with the CFO, CPO, and CCO. This is a hands-on role that shapes how the company wins customers on the right terms and expands margins as it scales.
Key responsibilities include:
• Develop and implement Arcadia's pricing strategy across SaaS, services, and payment offerings, including list pricing, packaging, discount guidelines, and renewal/expansion pricing.
• Lead cost-to-serve analysis across products, customer segments, and delivery models to identify margin drivers and partner with Operations and Customer Success on efficiency initiatives.
• Translate pricing strategy into operational execution: pricing structures, approval policies, and Salesforce CPQ configuration that Sales can execute consistently.
• Own and lead the deal desk: design deal evaluation models, set margin and approval guardrails, and advise Sales on structuring complex enterprise deals.
• Build and maintain customer lifetime value (LTV) and unit economics models connecting acquisition cost, gross margin, retention, and expansion to guide investment decisions.
• Develop and own the customer segmentation model that informs resource allocation and service delivery, ensuring cost structure aligns with customer value.
• Implement systems, tools, and workflows (Salesforce CPQ, BI, reporting) that operationalize pricing and deal governance at scale.
• Use AI and automation to streamline deal reviews, reporting, and analysis, reducing manual effort and increasing speed to insight.
• Track and report on pricing realization, discounting trends, deal profitability, and margin performance to executive leadership.
• Manage and develop a team of 1–2 analysts, fostering a culture of rigor, curiosity, and ownership.
You will partner closely with Sales, Product, Customer Success, and Operations to translate unit economics into clear commercial decisions.
REQUIREMENTS:
Must-haves:
• 10+ years of experience in pricing, strategic finance, FP&A, or related roles, including 5+ years of progressive pricing experience at high-growth technology companies.
• Excellent strategic thinking and quantitative skills, including the ability to manipulate and analyze large, complex data sets (advanced Excel/Sheets required; SQL or similar strongly preferred).
• Deep experience with SaaS-plus-services pricing models.
• Demonstrated track record of using AI and automation to turn manual analysis into scalable, repeatable processes.
• Builder's mindset with hands-on experience implementing pricing systems and deal governance.
• Strong communication skills and ability to translate complex financial analysis into clear business recommendations for non-financial stakeholders.
