Senior Director, Commercial Pricing – Revenue Operations

CrossCountry Consulting

. Own the firmwide transition from time-and-materials to fixed-fee pricing across service lines, offerings, and client segments .

Posted 9/17/2026full-timeMcLean • Virginia • United StatesSenior💰 $250,000 - $325,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading revenue operations and pricing strategies, with a strong focus on fixed-fee pricing frameworks, commercial policy development, and executive-level reporting. Proficient in utilizing Salesforce and BI tools for forecasting, analytics, and governance in a professional services environment.

Highest-signal resume keywords

Revenue Operations LeadershipFixed-Fee Pricing StrategySalesforce GovernanceCommercial Policy DevelopmentExecutive-Level Reporting

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Revenue OperationsPricing StrategyForecasting ModelsCommercial KPIsExcel-Based ModelingSQLBI ToolsUtilization MetricsMargin ArchitectureDeal Desk Leadership

Soft Skills

Team LeadershipMentoringCollaborationStrategic ThinkingCommunication

Tools & Technologies

SalesforceTableauPower BIKantataIntrohiveERP SystemsAI WorkflowsCPQ Tools

Certifications & Qualifications

Bachelor's DegreeMBA or Advanced Degree Preferred

Industry Keywords

Professional ServicesB2B EnvironmentsPE-Backed EnvironmentM&A IntegrationConsulting Delivery Unit Economics

Tech Stack

Tools & technologies

ERPSQLTableau

About the role

Key responsibilities & impact

Own the firmwide transition from time-and-materials to fixed-fee pricing across service lines, offerings, and client segments
Design fixed-fee pricing frameworks, margin floors, contingency mechanics, cost models, and value-based pricing methodologies
Chair the Pricing Committee and operate the deal desk for non-standard pricing, discounts, margin exceptions, and complex commercial terms
Develop and maintain commercial policy covering pricing principles, discounting, change orders, scope creep, and fixed-fee overage/underage treatment
Build proposal and pricing tools within the Salesforce-anchored stack
Define and own commercial KPIs, pipeline reporting, forecasting models, margin tracking, revenue analytics, and executive dashboards
Lead quarterly and annual revenue forecasting with FP&A and deliver reporting to the Executive Committee, Board, and PE sponsors
Govern end-to-end go-to-market processes, deal close-out records, sales plays, target account strategies, and pipeline generation
Benchmark external pricing and commercial practices across professional services and adjacent industries
Own the strategy and roadmap for the Salesforce, Kantata, Introhive, marketing, finance, ERP, and BI technology ecosystem
Lead RevOps and pricing tool evaluation, implementation, integrations, API connections, and data flows
Serve as executive sponsor for Salesforce governance, including object architecture, data model integrity, user roles, permissions, and integrations
Lead AI-enabled commercial workflows and intelligent automation in alignment with CCC's AI Governance framework
Assess and integrate acquired firms' pricing models, rate cards, policies, systems, and data
Lead, mentor, and develop the Commercial Pricing and Revenue Operations team
Partner with the CFO, co-CEOs, Head of Marketing, Sales Operations leadership, Practice Leaders, FP&A, Finance, IT, Legal, and external vendors
Report directly to the CFO and represent the function with the ELT and other leadership forums

Requirements

What you’ll need

15+ years of progressive experience spanning Revenue Operations, Sales Operations, Pricing, or Commercial Strategy in professional services or comparable people-intensive B2B environments, with material time in a senior leadership role
Direct experience leading a time-and-materials to fixed-fee or equivalent productization transition at scale
Experience with pricing committee or deal desk leadership in a partnership or PE-backed environment
Deep fluency in consulting delivery unit economics, including utilization, leverage, realization, and margin architecture
Working fluency with Salesforce as a strategic platform owner, including architecture direction and data model governance
Experience building calibrated forecasting models and pipeline reporting infrastructure in multi-practice or multi-segment environments
Executive-level reporting in Salesforce and/or BI tools such as Tableau or Power BI
Track record leading commercial operations through rapid growth, M&A integration, or PE-sponsored transformation
Experience building and scaling high-performing teams
Strong command of Excel-based modeling
Comfort with CRM/CPQ-adjacent tooling
Working knowledge of SQL or BI query tools is a plus
Practical familiarity with AI and automation applied to commercial workflows
Bachelor's degree required; degree in Business, Finance, Economics, or a related field preferred
MBA or advanced degree preferred but not required in lieu of demonstrated experience and impact

Benefits

Comp & perks

Annual bonus
Medical, dental, and vision coverage
Flexible spending accounts
401(k) with company matching
Generous parental and maternity leave policies
Technology stipends
Wellness reimbursement programs