Director, Pricing and Deal Operations

The Opportunity

Reporting to the VP of FP&A, you will lead a team of six professionals. The team is structured with a Director of Deal Operations, who leads four Deal Desk professionals, alongside a Pricing Analyst. This role partners closely with Sales, Product, Revenue Operations, Finance and Legal. Your work will directly influence margin health, forecast accuracy and sustainable revenue growth.

Responsibilities

• Define and evolve UserTesting’s global pricing and packaging strategy across products and customer segments

• Establish clear pricing architecture, including discount guidelines, approval thresholds and governance frameworks

• Lead complex and strategic deal structuring, providing escalation support for high-value or non-standard transactions

• Coach the Director of Deal Operations and support the development of a high-performing Deal Desk team, driving efficiency and commercial rigor

• Partner with Product on monetization strategy for new launches and packaging evolution

• Identify and address discount leakage and margin erosion to improve realized pricing performance

• Operationalize pricing frameworks within CRM and CPQ systems, including dashboards and reporting to enhance visibility and forecast accuracy

Requirements

• 10+ years of experience in pricing, Deal Desk, revenue operations, or commercial finance, including leadership experience

• Proven success building or scaling a global Deal Desk or pricing function in a high-growth SaaS environment

• Deep understanding of SaaS pricing models, ARR constructs, discount strategy, and margin management

• Strong analytical capabilities with experience in pricing analytics, modeling, and executive-level reporting

• Demonstrated ability to influence senior stakeholders across Sales, Product, Finance, and Legal

• Experience working with CRM and CPQ systems to operationalize pricing governance

• Location: Hybrid or remote (city and country to be confirmed)

• Travel: Up to 10–20% as needed for team and stakeholder alignment

Don’t meet every single requirement but excited about the role? We encourage you to apply. Research shows that some candidates are less likely to apply unless they meet 100% of the requirements—but you may be exactly the right person for this or other roles. We believe diverse perspectives drive innovation, and we’re committed to building a team with a variety of backgrounds, experiences, and skills.

Application Process

• Meet with a Recruiter

• Meet the Hiring Manager

• Participate in a Panel Interview

• Offer Stage

Accommodations

At UserTesting, we’re committed to providing inclusive and accessible experiences for our candidates. We believe diverse perspectives are essential to creating exceptional experiences for everyone.

If you require accommodations or would like us to tailor the interview process to better suit your needs, please contact us at [email protected]

UserTesting is an Equal Opportunity Employer and a participant in the U.S. Federal E-Verify program.  Women, minorities, individuals with disabilities and protected veterans are encouraged to apply.  We welcome people of different backgrounds, experiences, abilities and perspectives.  UserTesting will consider qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chance Ordinance, as applicable.