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Salary: USD 177,000 - 192,000 / annual
Tines is a Dublin and Boston-headquartered intelligent workflow platform that powers automation, AI, and integration for enterprise customers including Canva, Databricks, Elastic, Kayak, Intercom, and McKesson. The company is seeking a Senior Manager, Pricing to define and lead Tines' monetization, pricing, and commercial strategy.
In this role, you will combine long-term strategic thinking with hands-on execution. You will research how customers perceive and realize value, identify commercial models that support enterprise strategy, and translate findings into clear decisions about packaging, pricing, and sales approach. You will build the evidence base through customer research, market analysis, and financial modeling; shape new commercial models; set the pricing roadmap; develop recommendations for the Pricing Steering Committee; and work directly on important and non-standard deals. You will partner with Deal Desk, Product Marketing, Product, Finance, RevOps, and Enablement to implement decisions, and build a small team of up to two people as the capability grows.
Key responsibilities include: defining monetization and commercial strategy aligned with company and product strategy; leading research into customer value, willingness to pay, buying behavior, and competitive alternatives; creating and shaping new monetization approaches; turning analysis into evidence-based recommendations for executive decision-making; owning the pricing roadmap and intake process; working deal-by-deal on strategic and complex opportunities; partnering cross-functionally on implementation; measuring impact through win rate, realized price, discounting, and renewal outcomes; and building the pricing function over time through hiring and team development.
The role is positioned at a critical inflection point: Tines is growing as an enterprise, sales-led platform where pricing quality is expressed through value packaging, seller guidance, and customer agreements rather than public self-serve models. As the platform and enterprise opportunities become more complex, pricing requires dedicated senior ownership.
REQUIREMENTS:
- Deep commercial strategy experience in B2B SaaS with a track record of researching markets and customer value, identifying monetization opportunities, and translating evidence into strategic recommendations
- Experience creating or materially shaping commercial models, monetization approaches, packaging, or pricing strategy for a complex, sales-led business (direct pricing specialism useful but not required)
- Strong deal judgment; ability to work with Sales and Deal Desk on strategic enterprise opportunities, understand commercial trade-offs, and balance individual deal needs with broader strategy
- Strong research, analytical, and commercial judgment; ability to combine customer research, market evidence, and financial/scenario modeling to form sound judgments with imperfect data
- Executive communication and influence; ability to make complex commercial choices understandable and help senior leaders reach decisions
- Proven cross-functional leadership across Sales, Deal Desk, Finance, RevOps, Product Marketing, and Enablement with operational discipline to implement decisions
- People leadership capability; experience managing or developing strong performers and building small teams
