Camunda
Senior Pricing Strategist
Join to apply for the
Senior Pricing Strategist
role at
Camunda . Camunda is the leader in enterprise agentic automation, orchestrating complex business processes 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. We’re a Great Place to Work, on the GP Bullhound’s 2024 Top 100 Next Unicorn list, and we’re growing fast and looking for top talent to join our team. 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 is a 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. Executive Partnership & Decision Support
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. Pricing Frameworks & Guardrails
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. Cross-Functional Alignment
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. Insights & Enablement
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
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). Compensation (U.S.)
Base salary: $120,400 – $194,200 annually. Variable target: 100% of base. Equity: offered via Virtual Stock Option Plan (VSOP). Benefits: remote flexibility, health, retirement, professional growth, and more. Benefits & Perks
Remote & Flexible: work from anywhere with flexible time off and support. Health & Wellbeing: local tailored healthcare, modern health, and an annual fitness reimbursement. Financial Security: retirement, pension plans, and insurance. Professional Growth: up to €1,000 per year for learning. More global benefits can be found
here . Equal Opportunity Employer
Camunda is 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.
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Join to apply for the
Senior Pricing Strategist
role at
Camunda . Camunda is the leader in enterprise agentic automation, orchestrating complex business processes 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. We’re a Great Place to Work, on the GP Bullhound’s 2024 Top 100 Next Unicorn list, and we’re growing fast and looking for top talent to join our team. 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 is a 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. Executive Partnership & Decision Support
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. Pricing Frameworks & Guardrails
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. Cross-Functional Alignment
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. Insights & Enablement
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
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). Compensation (U.S.)
Base salary: $120,400 – $194,200 annually. Variable target: 100% of base. Equity: offered via Virtual Stock Option Plan (VSOP). Benefits: remote flexibility, health, retirement, professional growth, and more. Benefits & Perks
Remote & Flexible: work from anywhere with flexible time off and support. Health & Wellbeing: local tailored healthcare, modern health, and an annual fitness reimbursement. Financial Security: retirement, pension plans, and insurance. Professional Growth: up to €1,000 per year for learning. More global benefits can be found
here . Equal Opportunity Employer
Camunda is 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.
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