[Remote] Sr. Director, Pricing Strategy & Operations

Note: The job is a remote job and is open to candidates in USA. MeridianLink is hiring a Senior Director, Pricing Strategy & Operations to lead the rollout of their new pricing and packaging program. This role involves optimizing pricing strategies, collaborating with various teams, and ensuring the successful implementation of pricing initiatives across the company's product portfolio.ResponsibilitiesRollout of the New Pricing & Packaging Program (primary focus, 12–18 months)Launch optimized packaging and pricing program across the MeridianLink platform that increases attach rates and cross-sellOwn end-to-end rollout health including the phased plan, milestone tracking, systems and GTM readiness, and mid-flight program adjustment as neededOwn oversight of the systems and data implementation to support the new program, collaborating with the TMO, Business Systems, and Finance teams to land the new model in the CPQ, CRM, billing, and renewals systems and customer-facing order formsImplement key rollout metrics and build dashboards/trackers to monitor themOwn program governance: Lead a regular standup (metrics, insights, actions); produce a concise pack highlighting performance and elevate and address issues and risks for leadership decision makingTrain the Sales organization on the new packaging and pricing and collaborate with Sales Enablement to ensure materials are understood and that the team is able to communicate the details and value proposition. Work with Product Marketing on supportive collateral and gtm planningConsolidate 'voice of customer' signals by systematically gathering and categorizing sales feedback and direct customer feedback. Separate patterns from noise to ensure necessary adjustments are made and the field is supported as they approach our customersPrioritized action backlog: Maintain a prioritized action backlog of rollout issues and improvement ideas (messaging changes, training needs, design changes, etc.), prioritized by business impact with owners assignedKeep program goals in front of mind for the team and ensure program trajectory remains alignedRepresent findings and recommendations to senior and executive leadershipOwn the annual price-update cycle end to end, including timeline, approvals, and the playbook Sales, CS, Finance, and Marketing run againstRecommend the increase strategy by segment, product, and contract vintage, balancing realized lift against churn risk and new-logo win rateOwn the post-mortem: realized lift, concessions, churn delta, sentiment — and incorporate it into next year’s cycleStand up the repeatable intake-to-launch process for every new product, module, or pricing change. Run the monthly pricing committeeBuild monetization frameworks for new features and capabilitiesSupport the Product organization with rigorous willingness-to-pay and value studies that inform how we package and price new capabilitiesPartner with Product Management early to inform feature-tiering with clear monetization logicDesign tiering and add-ons that drive attach and cross-sell across Consumer, Mortgage, Business Lending, Account Opening, Data Verification, Analytics, and new productsOwn post-launch reviews to evaluate pricing performanceRun a continuous price-study motionOwn win/loss pricing analysis; publish a quarterly read on where we’re leaving money and where we’re pricing ourselves outMaintain competitive pricing intelligence on the core competitive set: list prices, packaging, and discounting behavior as seen in our dealsSkills10+ years in pricing, monetization, and operations in B2B SaaS, including 5+ years in senior leadership roles owning pricing outcomesProven track record leading multiple end-to-end pricing and packaging transformations across multi-product SaaS portfolios, including systems, enablement, and customer migrationAdaptability: Role spans product and program skills; requires a hybrid “analytics + persuasion” mindset and comfort in ambiguity and fast-paced environmentsOperator mindset, strong voice-of-customer synthesis, commercial instinctsStrong communication & stakeholder management: proven ability to align teams without direct authority, keeping cross-functional leads accountableVoice-of-customer synthesis: skilled at running feedback loops, triaging incoming feedback, identifying patterns, and balancing anecdote vs. data with empathyWorking familiarity with Salesforce, CPQ, modern billing platforms, SQL, and at least one BI tool. Advanced Excel / financial modeling is a mustAnalytical mindset: Strong data skills; able to design dashboards and derive insights from both quantitative metrics and qualitative inputsExperience packaging and pricing AI-based product featuresExecutive presence enabling you to present confidently to executive teams and board members, presenting pricing strategies with confidence and defending recommendations with dataExperience with pricing research methods preferred (van Westendorp, conjoint, segment surveys, customer interviews)Company OverviewMeridianLink is a digital lending platform that helps financial institutions through a configurable platform. It was founded in 1998, and is headquartered in Costa Mesa, California, USA, with a workforce of 501-1000 employees. Its website is https://www.meridianlink.com.Company H1B SponsorshipMeridianLink has a track record of offering H1B sponsorships, with 14 in 2025, 5 in 2024, 1 in 2023, 12 in 2022, 11 in 2021, 1 in 2020. Please note that this does not guarantee sponsorship for this specific role.