Director, Pricing & Commercial Strategy

Tinuiti is the largest independent full-funnel marketing agency in the U.S. across the media that matters most, with $4 billion in digital media under management and more than 1,200 employees. Built for marketers who demand growth and accountability, Tinuiti unites media and measurement under one roof to eliminate waste—the biggest growth killer of all—and scale what works. Its proprietary technology, Bliss Point by Tinuiti, reveals the truth around growth and waste, and how to capitalize on it. With expert teams across Commerce, Search, Social, TV & Audio, and more, Tinuiti delivers measurable results with brutal simplicity: Love Growth. Hate Waste.

We support 100% remote work for this role!

Research shows that while men apply to jobs when they meet an average of 60% of the criteria, women and other marginalized folks tend to only apply when they check every box. So if you think you qualify, but don't necessarily meet every single point on the job description, please still get in touch.

Title: Director, Pricing & Commercial Strategy
Role Level: P6 (Professional / Principal Lead)
People Manager:  No
Years of Experience: 10+ years in Agency Finance, Commercial Strategy, or Management Consulting

As Director, Pricing & Commercial Strategy, you play a pivotal role in achieving margin growth by turning complex data into profitable, staffable deals that redefine how Tinuiti grows. More than a numbers person, you transform how Tinuiti structures and wins profitable client partnerships. You bring expert-level technical modeling skills and drive business decisions through strategic influence and collaboration. As a business strategist, you go beyond spreadsheets and work at the intersection of Resource Management, Business Development, and Client Delivery to ensure our deals are staffable and profitable.

Key Responsibilities

• Client‑Centric: Decide how we structure each client contract. Instead of using a template every time, you’ll analyze inputs like statements of work, labor models, and historical margin data to choose the right commercial structure. When assessing headcount or service-level agreements, you’ll ensure pricing reflects the value we deliver and the financial risk we take.

• Product‑Led: Create the calculators and tools our teams use to price work. Design AI-powered pricing calculators that cut deal turnaround time in half. This shifts the agency from best-guess pricing to a fast, repeatable process that moves deals forward.

• Data & Measurement‑Driven: Dig into our portfolio data to surface insights that drive stronger margins. After identifying patterns like misaligned deal structures or scope creep, you set boundaries that protect and grow our bottom line in future contracts.

• The Tinuiti Way: Work closely with our Resource Management team to keep our deals realistic. You ensure we don’t promise work we lack the staff to handle, and that our commercial offers are tied to our talent capacity.

• Owner Mindset: As the final authority on deal approvals, you make tough calls that protect client relationships and agency profitability. You have direct access to C-suite decision-makers, showing your autonomy and the confidence placed in you to make pivotal decisions. Whether it's a large enterprise RFP or a tricky renewal, you ensure every contract is profitable and meets ROI targets.

• Commercial Innovation: Lead the charge in testing new ways to get paid. Pilot subscription tiers or value-based frameworks that help us move beyond billing by the hour and get rewarded for our impact on a client's business.

Core Competencies

• Collaboration & Communication: You stand your ground with Sales and Delivery leaders and clearly explain financial trade-offs so we can win business without hurting profit margins or client relationships. Though you don’t manage people, you lead by mentoring others on complex deals and setting the standard for how we think about our financial models.

• Time Management: You manage a heavy volume of deals without sacrificing quality. Even under tight RFP deadlines, you keep workflows organized so every deal is audited correctly and our portfolio data remains accurate.

• Action Oriented: You’re a self-starter who doesn’t need a roadmap. When you spot a gap in our commercial strategy or a contract risk, you pull in the right partners and stay on it until the solution is live.

• Financial Acumen: You have a firm grasp of how billable vs. non-billable labor and service-level agreements impact the bottom line, and you turn those details into models that clearly show how we protect our margins.

• Analytical Rigor: You set the standard for evaluating new business, developing the models that give the C-suite a clear, no-nonsense view of what we stand to gain or lose before making a move.

• Problem Solving: You analyze data from our most complex deals to find the root causes of financial issues, stripping away distractions so the division stays focused on the specific accounts and strategies that actually drive revenue.

Ways of Working and Values

• Greatness attracts Greatness: Raise the craft standard, seek feedback, and embrace technology/AI.

• Clients grow, we grow: Anchor decisions in business outcomes with innovation, precision, and proof.

• Culture of ownership: Act with speed, reduce waste, and own results end‑to‑end.

Professional & Technical Qualifications

• 10+ years of experience in agency finance, commercial strategy, or management consulting.

• Recognized technical expertise in agency labor models (P&L management, utilization, billable/non-billable).

• Expert-level proficiency in Excel/Google Sheets; ability to create a vision for complex, scalable models.

• Proficiency in Salesforce or a similar CRM platform. 

• Proven track record of influencing C-Suite stakeholders and navigating high-stakes negotiations.

• Experience in change management, specifically in driving the adoption of new financial processes or tools across large organizations.

Adjacent / Nice to Have

• Experience with enterprise financial platforms or deal-management software (e.g., CPQ, NetSuite, or proprietary Deal Desk automation tools).

• Background in professional services procurement or “value-based” sales training.

The annual base salary range for this role’s listed level is currently $140,000-$160,000 plus performance bonus of 15%.  Grade level and salary ranges are determined through interviews and a review of education, experience, knowledge, skills, abilities of the applicant, equity with other team members, and alignment with market data. We will provide more information on our benefits and equity upon requests. Sales roles are also eligible for incentive pay targeted up to or over 100% of the offered base salary (no cap).  Disclosure as required by the Colorado Equal Pay for > Equal Work Act, C.R.S. § 8-5-101 et seq. 

We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, sex, gender, gender expression, sexual orientation, age, marital status, veteran status, or disability status. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.

Unlimited PTO: At Tinuiti, we believe you deserve time to rest, recharge, and enjoy life unplugged. When you prioritize time for yourself, you're able to bring your best self to work. That’s why we offer unlimited paid time off, a fully remote environment, and flexibility to take the time you need, when you need it. On top of that, we provide 20 paid holidays, including multiple long weekends, to ensure you have dedicated time to step away and disconnect. We're proud to offer above-industry standard work-life balance, consistently rated as one of the most loved benefits by Tinuitians year after year.

Healthcare: Medical, Dental, Vision, Life & Disability, Flex Spending Accounts

Retirement: Match up to 4% of your contributions at 100% with immediate vesting

Perks and Wellness: Fringe, Forma, Unlimited Telemedicine and Teletherapy available at no cost, Thankful giving, Equity

Parental Leave: Birthing parents receive 16 weeks of leave with 100% pay (partners 12 weeks) after the birth or adoption of a child.

Learning and Development: On-demand learning (powered by LinkedIn Learning), mentorship program, leadership and management development programs and resources

Disclaimer: This description has been designed to indicate the general nature and level of work performed by employees within this position. The actual duties, responsibilities, and qualifications may vary based on assignment or group. Tinuiti is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, gender, sexual orientation, gender identity or expression, religion, national origin, marital status, age, disability, veteran status, genetic information, or any other protected status.