Senior Director, Pricing

Reporting to the SVP, Finance, the Senior Director, Pricing will lead Transcarent’s enterprise pricing strategy, serving as a strategic partner to executive leadership across Finance, Sales, Product Solutions, and Sales Operations. This role is responsible for designing, governing, and evolving pricing frameworks that balance growth, profitability, competitiveness, and value delivery across Transcarent’s products and services.

The Senior Director, Pricing will bring rigor, transparency, and scalability to pricing decisions, enabling data-driven tradeoffs, consistent deal execution, and long-term margin expansion in a rapidly growing healthcare technology environment.

What you’ll do

Lead Enterprise Pricing Strategy & Governance

• Lead a central deal desk function that enables consistent, disciplined pricing decisions.
• Define and evolve enterprise pricing frameworks that balance profitability, competitiveness, and customer value across ASO, value-based care, and SaaS-like pricing constructs.
• Own pricing governance, including approval flows, pricing guardrails, documentation, and ongoing auditability.

Drive Strategic Deal Structuring & Execution

• Support sales teams on complex or non-standard deal pricing — creating flexible yet disciplined approaches that protect unit economics and accelerate close rates.
• Develop margin-centric playbooks, concession matrices, and pricing decision tools for quota-carrying field teams.

Modeling, Insights & KPI Strategy

• Partner with Strategic Finance to build robust pricing models (PMPM, bundles, usage-based, value-based, outcome-linked pricing).
• Define pricing KPIs and dashboards to monitor function productivity and inform leadership decisions.
• Lead scenario analysis (“what-if” modeling) for strategic initiatives, new offerings, and market expansions.

Cross-Functional Enablement

• Collaborate with Product, Clinical/Actuarial, Legal, FP&A, and RevOps on pricing approaches for product launches, renewals, and contractual innovations.
• Align pricing strategy tightly with corporate financial goals and unit economics targets.

Team Leadership & Capability Building

• Mentor and scale a high-performing pricing team.
• Promote pricing discipline and analytic rigor throughout the organization.
• Improve pricing tools and tech stack to automate insights and self-serve analytics.

What we’re looking for

• 12+ years of progressive experience in pricing strategy, strategic finance, revenue strategy, deal desk leadership, or related roles — ideally in high-growth SaaS, healthcare technology, or B2B enterprise environments.
• Proven leadership in developing and executing pricing strategies that support both growth and profitability
• Demonstrated leadership of pricing governance, frameworks, and operational rigor at scale.
• Strong analytical foundation with the ability to build pricing models and articulate tradeoffs between margin, competitiveness, and value.
• Strong analytical and modeling skills, with the ability to evaluate tradeoffs across margin, competitiveness, and customer value
• Comfort with financial modeling, pricing analytics tools, CRM/CPQ platforms, and advanced Excel
• Experience working cross-functionally between various stakeholders and influencing senior executives decisions through clear, and data-driven insights
• Ability to partner with senior leaders across Finance, Sales, Product, and Legal to align on strategy and decisions.
• Excellent communicator and storyteller — able to translate complex analysis into clear recommendations.
• Bachelor’s degree in Finance, Economics, Business, or a related field is required
• MBA or advanced degree strongly preferred

Nice to have

• Background in healthcare or digital health pricing, including employer-sponsored pricing, value-based care, or clinical cost modeling.
• Experience serving enterprise sales teams with complex negotiations and contract arrangements.
• Familiarity with integrating pricing strategy with actuarial and clinical data to reflect cost and value outcomes.