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Posted: 10/20/2026Senior Director, Pricing & Commercial Excellence
CrossCountry ConsultingPosted 10/20/2026full-timeMcLean • Virginia • United StatesSenior💰 $250,000 - $325,000 per yearWebsite
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
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. Proven ability to mentor teams and drive change management in complex, matrixed environments.
Highest-signal resume keywords
Revenue Operations LeadershipFixed-Fee Pricing StrategySalesforce Platform OwnershipCommercial Performance ReportingTeam Development and Mentorship
Tech Stack
Tools & technologiesAbout the role
Key responsibilities & impact- Own the firmwide transition from time-and-materials to fixed-fee pricing
- Design fixed-fee pricing frameworks, price-setting methodologies, margin floors, and risk-adjusted pricing
- Chair the Pricing Committee and operate the deal desk
- Establish pricing decision authority, maintain committee records, and build a precedent library
- Develop and maintain commercial policies, discounting rules, change-order economics, and scope-creep protocols
- Communicate commercial policy through playbooks, office hours, enablement, and Partner/MD training
- Build proposal and pricing tools within the Salesforce-anchored stack
- Partner with Legal on fixed-fee commercial contract terms
- Define and own commercial KPIs, pipeline reporting, forecasting, margin tracking, and revenue analytics
- Deliver executive dashboards and quarterly commercial performance reporting to the Executive Committee, Board, and PE sponsors
- Govern end-to-end commercial processes, opportunity management, pipeline stages, account segmentation, and territory alignment
- Establish structured deal close-out processes and partner with leadership on sales plays and target account strategies
- Research and benchmark external pricing and commercial practices
- Own the strategy and roadmap for the Salesforce-anchored revenue technology stack, including Salesforce Sales Cloud, Kantata, and Introhive
- Lead evaluation and implementation of RevOps and pricing tools
- Serve as executive sponsor for Salesforce governance and oversee architecture, data integrity, roles, permissions, and integrations
- Lead AI-enabled commercial automation and ensure alignment with the AI Governance framework
- Assess and integrate acquired firms' pricing models, commercial policies, revenue technology, 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 vendors
- Report directly to the CFO
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
- 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
- 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
- Proven change management ability across a distributed, matrixed organization
- 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
- Salesforce certifications not required
Benefits
Comp & perks- Annual bonus
- Comprehensive medical, dental, and vision coverage
- Flexible spending accounts
- 401(k) with company matching
- Generous parental and maternity leave policies
- Technology stipends
- Wellness reimbursement programs
- Professional growth support
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Pricing Framework DesignForecasting Model DevelopmentExcel-Based ModelingSQL or BI Query ToolsCommercial KPIs DefinitionChange ManagementDeal Desk LeadershipUtilization and Margin ArchitectureAI and Automation in WorkflowsPricing Committee Governance
Soft Skills
Executive CommunicationLeadershipCollaborationStrategic ThinkingMentoring
Tools & Technologies
Salesforce Sales CloudTableauPower BIKantataIntrohive
Certifications & Qualifications
Bachelor's DegreeMBA or Advanced Degree Preferred
Industry Keywords
Professional ServicesB2B EnvironmentsPE-Backed EnvironmentConsulting Delivery Unit EconomicsM&A Integration