Pricing and Operations Specialist

IFS Ultimo is strengthening its commercial operating model as part of its next growth phase. Under the COO, we are building a structured Business Operations framework spanning forecasting discipline, pricing governance, partner ecosystem expansion, and GTM execution to support scalable, predictable SaaS growth. These roles sit at the core of that build-out and directly influence how the revenue engine scales globally.

About the Role 

As part of the IFS Ultimo team, the Pricing & Operations Specialist will play a critical role in supporting commercial execution within a high-growth SaaS business. 

This position sits at the intersection of Deal Desk, Pricing Governance, and Sales Operations, ensuring that commercial deals are structured correctly, priced strategically, and executed efficiently. You will work closely with Sales, Finance, Business Operations, and Leadership to balance revenue acceleration with margin discipline and operational rigor. 

The role requires strong commercial judgment, attention to detail, and the ability to operate confidently in a fast-paced SaaS environment where structure and speed must coexist. 

This is a hybrid role, based preferably in North Amercia, collaborating cross-functionally across Sales, Deal Desk, Finance, Sales Operations, and Leadership. 

Key Responsibilities 

Deal Desk & Pricing Governance 

• Review and structure commercial proposals to ensure alignment with pricing strategy, margin targets, and approval frameworks. 

• Act as a key point of contact for complex deal support, guiding Sales on pricing structures, discount thresholds, and commercial terms. 

• Enforce pricing policies and approval workflows, ensuring consistency and governance across regions. 

• Analyse discounting trends, deal performance, and pricing deviations, providing insights and recommendations to leadership. 

• Support renewals and expansion pricing where required, ensuring consistency with commercial strategy. 

Sales Operations & Commercial Execution 

• Support forecasting processes through pipeline validation and deal hygiene oversight. 

• Ensure CRM data integrity, opportunity accuracy, and proper documentation of commercial approvals. 

• Collaborate with Business Operations to improve sales processes, reporting accuracy, and system workflows. 

• Assist in sales incentive administration and commission validation where applicable. 

• Maintain documentation of commercial policies, approval matrices, and operational procedures. 

Commercial Insights & Process Improvement 

• Conduct analysis on pricing performance, win/loss data, and monetisation trends to inform continuous improvement. 

• Identify bottlenecks in deal cycles and recommend process enhancements to increase sales velocity. 

• Support pricing & packaging initiatives with structured data analysis. 

• Develop and maintain dashboards and reporting to track deal desk performance and pricing effectiveness. 

Key Competencies 

• Strong commercial acumen with a clear understanding of SaaS pricing models and sales motions. 

• Detail-oriented and highly structured, with strong governance discipline. 

• Confident working with sales teams while constructively challenging pricing decisions. 

• Analytical mindset with the ability to translate data into actionable recommendations. 

• Able to balance speed and control in a high-growth environment. 

• Collaborative and proactive, with strong stakeholder management skills. 

Qualifications 

Essential: 

• 3 - 5 years of experience in Deal Desk, Pricing, Sales Operations, RevOps, or similar commercial operations roles within SaaS or enterprise software. 

• Strong proficiency in Excel and PowerPoint. 

• Experience working with CRM systems (e.g. HubSpot). 

• Experience working with CPQ systems (e.g. DealHub). 

• Experience supporting commercial approval processes and discount governance. 

Desirable: 

• Experience working in a high-growth SaaS environment. 

• Exposure to pricing & packaging strategy initiatives. 

• Familiarity with BI tools (e.g. Power BI or similar). 

• Understanding of SaaS metrics such as ACV, ARR, churn, expansion, and LTV. 

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer