Overview
The Director, Pricing & Deal Strategy plays a critical role in accelerating Archer’s growth by advancing pricing strategy and elevating how deals are structured and evaluated. This role focuses on using pricing intelligence and commercial insight to support more strategic, value-based deal decisions, particularly as deal size and complexity increase.
Reporting into Revenue Operations, this leader partners closely with Sales, Product, Finance, Legal, and the teams involved in deal execution to ensure pricing and deal strategy are aligned to Archer’s GTM priorities and long-term growth objectives.
Core Responsibilities
- Pricing Strategy & Intelligence: This role is accountable for the evolution of Archer’s pricing strategy. Responsibilities include defining pricing frameworks and guardrails, evaluating packaging and monetization approaches, and developing pricing insights from deal data, market signals, and competitive context. The Director translates these insights into clear guidance that supports confident decision-making across the GTM organization. Close partnership with Product and Finance ensures pricing decisions reflect product strategy, customer value, and financial objectives, while remaining adaptable as the business scales.
- Deal Strategy & Commercial Guidance: The Director provides strategic guidance on deal structure, pricing, and concessions, particularly for complex, competitive, or non-standard opportunities. This includes helping teams assess trade-offs, evaluate risk, and structure deals in a way that supports long-term customer value and revenue quality. The role works collaboratively with the teams involved in deal execution, contributing structure and perspective while respecting existing processes and responsibilities.
- GTM Alignment & Execution: Embedded within Revenue Operations, this role ensures pricing and deal strategy are tightly aligned to Archer’s GTM priorities, forecasting needs, and operating cadence. The Director partners with RevOps leadership to improve consistency and predictability in pricing and deal outcomes, while maintaining appropriate flexibility to support the field. The role also collaborates with Enablement and Sales leadership to reinforce pricing principles and deal best practices through guidance, tools, and shared expectations.
- Cross-Functional Partnership: This leader serves as a strategic partner to Sales, Product, Finance, Legal, and Order Operations, supporting informed decision-making on pricing- and deal-related matters. Clear communication of recommendations, risks, and trade-offs enables effective alignment on high-impact opportunities and supports clean downstream execution.
- Team Leadership & Capability Development: The Director supports and develops pricing- and deal-related team members within Revenue Operations. The focus is on building capability, judgment, and scalability over time, while maintaining clarity in roles, decision-making, and collaboration across teams.
What Success Looks Like
- Pricing and deal decisions are consistent, transparent, and aligned to GTM priorities.
- Pricing intelligence is used proactively to inform strategy and execution.
- Deal-related guidance adds clear value on complex opportunities.
- Sellers experience clarity and confidence in pricing decisions.
- Pricing and deal strategy scales effectively within the Revenue Operations operating model.
Qualifications
- 8+ years of experience in pricing, commercial operations, deal strategy, or related roles within B2B SaaS
- Experience supporting complex, enterprise, and non-standard deal structures
- Strong commercial judgment and analytical skills, with the ability to translate data into practical guidance
- Proven ability to partner cross-functionally and influence at senior levels
- Experience leading, mentoring, or developing teams in a growth environment
Additional Information
About Archer’s Culture and Work Environment: Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer’s 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Layoffs, reorganizations, acquisitions, and mergers. Yet, throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees. Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 – F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are. As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need.
Archer is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Archer are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. Archer will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. All Archer employees are expected to support this policy and contribute to an environment of equal opportunity.
If you need a reasonable accommodation during the application process, please contact All employees must be legally authorized to work in Country they are applying for. Archer and its approved consultants will never ask you for a fee to process or consider your application for a career with Archer. Archer reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.
Pay Transparency Notice: We’re committed to fair and transparent pay practices. In line with state pay transparency laws, the salary range for this role is available upon request. Please contact our Talent Acquisition team at for the range and related compensation details. Actual pay may vary based on location, experience, skills, and internal equity.
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