Senior Pricing Strategist

Camunda is the leader in enterprise agentic automation, orchestrating complex business processes, including high-value knowledge work, across agents, people, and systems. By creating production-ready, enterprise-grade agents with built-in governance, Camunda uniquely delivers trusted AI agents for business-critical processes. Over 700 leading innovators like Atlassian, ING, and Vodafone, rely on Camunda to slash time-to-value from months to days, boost operational efficiency, and elevate customer experiences. Camunda was named a Visionary in the inaugural 2025 Gartner® Magic Quadrant™ for Business Orchestration and Automation Technologies (BOAT).

As a fully remote, global company, we’re rewriting the rules of modern business. Named GP Bullhound’s 2024 Top 100 Next Unicorn list, certified as a Great Place to Work, and recognized by Flexa for true flexibility, we’re growing fast and looking for top talent to join our team. If you’re excited to do meaningful work and make real impact, keep reading, this role could be the one you’ve been waiting for.

About the Role:

We are seeking a Senior Pricing Strategist to own complex account pricing strategy across our go-to-market organization. This role will act as a strategic partner to Sales VPs by region, supporting high-value, non-standard, and executive-level deals.

This position replaces pricing responsibilities previously owned by our Head of Sales and represents a step-change in how we approach deal pricing, discount strategy, and commercial negotiations. The Senior Pricing Strategist will bring structure, rigor, and executive-level judgment to pricing decisions while balancing revenue growth, margin protection, and long-term customer value.

This is not a deal approvals role. It is a pricing strategy leadership role with direct influence on how we price, negotiate, and close our most important deals.

What you'll be doing:

• Serve as the primary pricing strategist for complex, high-impact deals (large enterprise, multi-year, global, or non-standard structures).

• Partner directly with Sales VPs by region to shape pricing strategy, discount positioning, and commercial trade-offs.

• Lead pricing strategy for executive-level negotiations, including renewals, expansions, restructures, and strategic accounts.

• Ensure pricing decisions align with long-term ARR growth, margin targets, and customer lifetime value.
  

• Act as a trusted advisor to Sales Leadership, CRO, Finance, and Deal Desk on pricing and commercial strategy.

• Provide clear recommendations—not just analysis—on how to structure deals to win while protecting the business.

• Step into VP-level pricing ownership previously handled by Sales leadership, bringing consistency and repeatability.
  

• Develop and evolve pricing frameworks, discount guardrails, and escalation paths for complex deals.

• Define when and how exceptions are made—and ensure they are intentional, documented, and measurable.

• Support regional Sales leaders with guidance that balances flexibility with governance.
  

• Partner closely with Deal Desk, Finance, Legal, RevOps, and FP&A to ensure pricing strategies are operationally executable.

• Ensure pricing decisions flow cleanly through quoting, contracting, billing, and revenue recognition systems.

• Influence tooling, processes, and data models to support scalable pricing decision-making.
  

• Analyze pricing trends, discount behavior, and deal outcomes to inform future strategy.

• Provide targeted enablement to Sales VPs and senior AEs on pricing strategy, negotiation levers, and commercial trade-offs.

• Translate complex pricing concepts into clear, executive-ready guidance.

What Success Looks Like:

• Sales VPs view you as a strategic partner, not a gatekeeper.

• Complex deals close faster with clearer pricing strategy and fewer last-minute escalations.

• Discounting becomes more intentional and defensible.

• Executive pricing decisions are consistent, documented, and aligned to company strategy.

• The business no longer relies on ad-hoc pricing judgment from Sales leadership alone.

What you bring:

• Ability and/or willingness to use our product.

• 8–12+ years of experience in Pricing Strategy, Deal Strategy, Revenue Operations, Field Finance, or Commercial Strategy within a SaaS or subscription-based business.

• Proven experience supporting enterprise or strategic deals with complex pricing structures.

• Deep understanding of SaaS metrics (ARR, TCV, ACV, renewals, expansions, multi-year contracts).

• Experience partnering with Sales VPs, CROs, and executive leadership.

• Strong commercial judgment and ability to balance growth, margin, and customer value.

• Exceptional communication skills—able to influence without authority.

Nice-to-haves:

• Experience in high-growth or scaling SaaS environments.

• Background in Deal Desk, Pricing, Finance, or Sales Strategy.

• Exposure to global sales models and regional pricing dynamics.

• Experience influencing pricing strategy across multiple GTM motions (new business, renewals, expansions).
  

This role is an existing vacancy

#LI-JS1 #LI-Remote #USEAST

What We Have to Offer:

Compensation

We offer competitive, fair, and transparent compensation. Salary ranges are location-based, with Standard and Major markets (global tech hubs) reflecting local competition.

The Annual Total Target Cash (base salary + 100% variable target, where applicable) shown below spans from the minimum in a Standard market to the maximum in a Major market. Final offers depend on skills, experience, and location, and we typically hire in the first half of the range to allow room for growth:

• United States: $120,400.00 to $194,200.00

• United Kingdom: £75,600.00 to £124,400.00

• Singapore: S$149,600.00 to S$224,300.00

If you’re based elsewhere, you’ll be hired via Remote.com (our global employer partner), and your Talent Acquisition Partner will provide a personalized Total Rewards Calculator after your first interview.

Equity: We also offer equity (where applicable) through our Virtual Stock Option Plan (VSOP).

Benefits & Perks

We invest in your wellbeing, growth, and ability to connect, along with perks that support you no matter where you’re based. Our benefits are globally designed and locally delivered where applicable.

• Remote & Flexible: Work from anywhere with the setup that suits you, home office budget, co-working space support, and flexible time off to recharge when you need it.

• In Person Connection: We invest in meaningful face time through our Annual Kickoff (Vienna in 2025, Madrid in 2026!), team offsites, and Camundi Connection Budgets, including contributing to meetups while travelling,, and local gatherings with fellow Camundi.

• Health & Wellbeing: Access locally tailored healthcare, Modern Health for global mental wellbeing, and an annual fitness reimbursement.

• Financial Security: Retirement and pension plans (often with company contributions), plus life and disability insurance where relevant.

• Professional Growth: Up to $/€/£1,000 per year for self-driven learning: courses, certifications, books, you decide!

• More of what we offer globally & in your country can be found here.

”Everyone is welcome at Camunda” — it’s a celebrated component of our culture. We strive to create an inclusive environment that empowers our people. At Camunda, we honour diverse cultures and backgrounds and are proud to be an equal opportunity employer. All qualified applicants will receive consideration without regard to gender, race, ethnicity, religion, belief, sexual orientation, age, disability or any other protected characteristics under applicable law. We are looking forward to your application!

Come join us and be part of Camunda’s incredible journey: Make an impact at a pivotal moment in our story!

AI Disclaimer: Camunda may use AI tools to aid the screening of applications.