As a Principal Pricing Specialist at Unifonic, you will lead the company's pricing strategy across its portfolio of AI-powered customer engagement solutions. This is a highly analytical and commercially driven role responsible for developing pricing strategies that maximize revenue growth, improve profitability, and strengthen our competitive position across global markets. You will partner closely with Product, Sales, Finance, Product Marketing, Customer Success, and Executive Leadership to ensure our pricing and commercial models support business objectives while delivering value to customers. You will also own the commercial deal desk, ensuring complex enterprise opportunities are structured efficiently with the right balance of competitiveness, profitability, and long-term customer value.
Help us shape the future of communication by:
- Define and continuously optimize pricing strategies across Unifonic's product portfolio.
- Develop pricing models for new products, AI capabilities, feature launches, and packaging updates.
- Evaluate pricing performance and recommend improvements based on customer behavior, market trends, and business goals.
- Drive pricing governance and establish pricing best practices across the organization.
- Own the commercial deal desk for strategic enterprise opportunities.
- Partner with Sales and Leadership to structure competitive, profitable, and scalable commercial proposals.
- Review pricing exceptions, discount approvals, and commercial terms while ensuring pricing governance.
- Balance customer acquisition objectives with long-term profitability.
- Identify pricing opportunities that accelerate revenue growth and improve margins.
- Analyze customer usage patterns and buying behavior to recommend pricing optimization initiatives.
- Drive monetization strategies for new products, premium features, AI capabilities, and value-added services.
- Support annual pricing reviews and commercial planning.
- Conduct ongoing competitive pricing analysis across CPaaS, SaaS, Customer Engagement, and AI markets.
- Benchmark Unifonic's commercial offerings against competitors and identify differentiation opportunities.
- Monitor market trends, customer expectations, and pricing innovations.
- Work closely with Product teams to align pricing with product strategy and roadmap.
- Partner with Product Marketing to ensure pricing and packaging are clearly communicated to customers and internal teams.
- Collaborate with Finance on revenue forecasting, profitability analysis, and pricing governance.
- Support Sales and Customer Success teams with pricing guidance and commercial recommendations.
- Build dashboards and reports to monitor pricing effectiveness, discount trends, deal profitability, and commercial performance.
- Analyze pricing elasticity, customer segmentation, and win/loss data to inform strategic decisions.
What you'll bring:
- 5+ Years of relevant experience in Pricing, Commercial Strategy, Revenue Management, Deal Desk, Business Strategy, or Pricing Analytics.
- Experience in B2B SaaS, CPaaS, Martech, CCaaS, Telecommunications, Cloud, Enterprise Software, or Technology industries is highly preferred.
- Strong understanding of pricing frameworks including subscription pricing, usage-based pricing, enterprise licensing, and value-based pricing.
- Experience supporting enterprise sales organizations and complex commercial negotiations.
- Excellent analytical and financial modeling skills.
- Proficiency in Excel and experience with BI/reporting tools such as Power BI, Tableau, or Looker is an advantage.
- Bachelor's degree in Business, Finance, Economics, Engineering, Marketing, or a related field. MBA is a plus.
Craft & Toolkit:
- Pricing Strategy & Optimization
- Commercial Strategy & Revenue Management
- Pricing Models & Packaging
- Deal Desk & Commercial Structuring
- Financial Modeling & Profitability Analysis
- Pricing Analytics & Market Intelligence
- Business Intelligence & Reporting (Excel, Power BI, Tableau)
- Enterprise SaaS/CPaaS Pricing
- Commercial Negotiation & Sales Support
Character Traits:
- Analytical thinking and problem-solving – approach problems clearly, use data, and find solutions.
- Ownership and accountability – take responsibility and follow projects through to completion.
- Communication – explain ideas clearly and listen to others across teams.
- Collaboration – work well with others and support team goals.
- Adaptability and learning – adjust to change and keep learning new skills or tools.
- Mentorship and knowledge sharing – help others grow and share what you know.
- Resilience – stay calm under pressure and handle setbacks constructively.
- Quality and attention to detail – do work carefully and strive for improvement.
- Advocacy and innovation – encourage best practices, efficiency, and new ideas
