Get to Know Us:It's fun to work in a company where people truly believe in what they're doing!
At BlackLine, we're committed to bringing passion and customer focus to the business of enterprise applications.
Since being founded in 2001, BlackLine has become a leading provider of cloud software that automates and controls the entire financial close process. Our vision is to modernize the finance and accounting function to enable greater operational effectiveness and agility, and we are committed to delivering innovative solutions and services to empower accounting and finance leaders around the world to achieve Modern Finance.
Being a best-in-class SaaS Company, we understand that bringing in new ideas and innovative technology is mission critical. At BlackLine we are always working with new, cutting edge technology that encourages our teams to learn something new and expand their creativity and technical skillset that will accelerate their careers.
Work, Play and Grow at BlackLine!
Make Your Mark:As the Senior Manager of Pricing, you will be responsible to accelerate our revenue growth through improving our commercial excellence. This role will require creativity and innovation to ensure that the pricing strategy is best leveraged to align with the customer’s value, while leveraging data insights capabilities to drive optimization of the pricing structure. Success will be achieved through collaboration across the organization, ensuring the increased focus on the value customers receive from the BlackLine solutions. This role will be instrumental in the execution of pricing strategies while leveraging strong research and data analytics to drive decision-making and operational efficiency.
You'll Get To: - Deal Pricing: Proactively engage with the Sales organization, lead the development of the pricing and commercial terms for opportunities with strategic customers and prospects. Develop economic models to ensure a consistent decision-making approach across strategic deals and our partners. Provide SME & value selling guidance and advice to sales team in the development of commercial proposals.
- Pricing Analysis and Optimization: Utilizing financial modeling and various data sources to determine create product monetization plans, projections of pricing strategy changes, measure success of pricing programs, and required adjustments due to changes in products, services, and the market.
- Packaging: Create optimal packaging of products and features to align with market needs, and to maximize the utilization and value of BlackLine’s capabilities across customer segments.
- Price Book: Update our price books to reflect price level changes, reflect actual field performance, and new products and services.
- Monetization Governance: Execute monetization governance processes and activities, ensuring proper monetization analysis is conducted and presented for review/approval by the leadership committee.
- Market Analysis: In coordination with the Competitive Intelligence team, develop and maintain detailed insight of competitor pricing, and emerging threats from potential market entrants.
- Enablement: In coordination with the Sales Enablement team, create and maintain collateral and playbooks to ensure that the Sales team is properly equipped to meet sales goals utilizing the pricing structure. This includes delivery of training to our GTM teams and deal coaching.
- Deal Approval: Work with our sales, GTM, and leadership teams to ensure proper execution of the deal review and approval process.
- Reporting and Metrics: Collaborate with our Business Intelligence and Customer Insights team to increase and enhance the data and insights (e.g., reporting dashboards) required to execute and enhance the BlackLine pricing strategy. Monitor key performance metrics and develop recommendations to increase success, including changes to the pricing structure.
- Cross-Functional Collaboration: Coordinate across the organization, including but not limited to product and product line management, sales, Go-to-Market (GTM), finance, marketing to optimize the pricing model.
- Corporate Initiatives/Subject Matter Expertise: Represent the pricing function in corporate initiatives and projects, identifying and executing workstreams and tasks required to achieve project goals.
What You'll Bring: - 10+ years in pricing or a related field with a minimum of 5 years in a SaaS/XaaS environment
- Bachelor’s degree in business, Finance or related field. MBA preferred.
- Experience conducting market and customer testing, research and analysis.
- Familiarity with pricing and packaging research techniques such as Conjoint, Van Westendorp, Gabor Granger, and in using survey tools such as Qualtrics.
- Extensive experience with quantitative and qualitative analytics including financial projections.
- Experience conducting thorough analysis to explain the underlying behavior for the observed trends and the ability to determine options/recommendations for the path forward.
- Experience in building pricing models, tools, and processes impacted by pricing (eg Configure Price Quote / CPQ).
- Experience working cross-organization to implement pricing models.
- Strong communication and collaboration skills across all levels of an organization.
- Highly organized and detail oriented
Thrive at BlackLine Because You Are Joining: - A technology-based company with a sense of adventure and a vision for the future. Every door at BlackLine is open. Just bring your brains, your problem-solving skills, and be part of a winning team at the world's most trusted name in Finance Automation!
- A culture that is kind, open, and accepting. It's a place where people can embrace what makes them unique, and the mix of cultural backgrounds and varying interests cultivates diverse thought and perspectives.
- A culture where BlackLiner's continued growth and learning is empowered. BlackLine offers a wide variety of professional development seminars and inclusive affinity groups to celebrate and support our diversity.
BlackLine is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, race, age, religious creed, national origin, physical or mental disability, ancestry, color, marital status, sexual orientation, military or veteran status, status as a victim of domestic violence, sexual assault or stalking, medical condition, genetic information, or any other protected class or category recognized by applicable equal employment opportunity or other similar laws.
BlackLine recognizes that the ways we work and the workplace itself has shifted. We innovate in a workplace that optimizes a combination of virtual and in-person interactions to maximize collaboration and nurture our culture. Candidates who live within a reasonable commute to one of our offices will work in the office at least 2 days a week.
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Salary Range: USD $143,000.00 - USD $191,000.00
Pay Transparency Statement: Placement within this range depends upon several factors, including the applicant’s prior relevant job experience, skill set, and geographic location. In addition to base pay, BlackLine also offers short-term and long-term incentive programs, based on eligibility, along with a robust offering of benefit and wellness plans.
