Senior Manager, Pricing

About Tines

Founded in 2018 with headquarters in Dublin and Boston, Tines is a leading intelligent workflow platform that leverages AI, automation, and human ingenuity to enhance critical business processes. The platform integrates seamlessly across the entire technology stack with any API-enabled service, enabling customers ranging from startups to public companies such as Canva, Databricks, Elastic, Kayak, Intercom, and McKesson to accelerate their goals. Its secure and privacy-focused design appeals to security, IT, engineering, finance, and other specialized teams.

Role Overview

We are seeking a Senior Manager of Pricing to spearhead the definition and execution of Tines' monetization, pricing, and overall commercial strategy. This position will involve studying customer value perception, choosing commercial models aligned with enterprise objectives, and translating these insights into strategic packaging, pricing, and sales approaches for our platform.

Key Responsibilities

• Develop Tines’ monetization, pricing, and commercial strategy that links company objectives to specific decisions about target customers, value metrics, packaging, pricing structures, and commercial approaches.
• Conduct thorough research into customer value, price sensitivity, purchasing behavior, competitors, and market trends; integrate findings with sales, usage, discounting, and financial data to uncover opportunities and validate assumptions.
• Design and test innovative monetization models for Tines’ platform and products, evaluating their business and customer impact to propose definitive strategies.
• Provide evidence-based recommendations to the Pricing Steering Committee, clarifying strategic choices, economic implications, risks, and trade-offs, securing approvals, and documenting decisions.
• Manage the pricing and commercial strategy roadmap and intake process, prioritizing initiatives that balance foundational strategy, new opportunities, product launches, and urgent deal requirements.
• Collaborate with Sales and Deal Desk on complex, strategic deals by developing pricing offers, commercial terms, and ensuring consistency with the overall commercial framework.
• Work cross-functionally with Deal Desk, Product Marketing, Product, Finance, RevOps, and Enablement to implement approved pricing changes in systems, messaging, training, and customer communications.
• Monitor key performance metrics such as win rate, realized prices, discounting patterns, sales cycle efficiency, package adoption, and renewal rates to refine pricing strategies.
• Build and lead the pricing and commercial strategy function, including recruiting and developing up to two team members, establishing processes, and becoming a trusted internal expert.

Qualifications and Skills

• Extensive experience in commercial strategy within B2B SaaS environments, with proven success in market research, customer value assessment, monetization opportunity identification, and translating data to strategic guidance.
• Experience crafting or significantly influencing complex commercial models, packaging, or pricing strategies in sales-driven businesses; direct pricing specialization is beneficial but not mandatory.
• Excellent judgment in deal structuring with a capability to balance individual deal demands with company-wide commercial strategy.
• Strong analytical skills and commercial intuition, adept at synthesizing customer insights, market intelligence, and financial modeling to make informed decisions under uncertainty.
• Outstanding executive communication and influencing skills to present complex decisions clearly and facilitate senior leadership alignment.
• Proven ability to lead cross-functional teams across Sales, Deal Desk, Finance, RevOps, Product Marketing, and Enablement, turning strategic decisions into effective operational changes.
• Demonstrated leadership and people management experience, with ability to grow and mentor a small team as the function expands.

Why Join Us Now

Tines is evolving as an enterprise-grade, sales-led automation and AI orchestration platform. Since we do not rely on self-service pricing, the quality of our pricing is reflected in how we articulate value, support sellers, and structure deals. As our offerings and enterprise deals become more intricate, this role will establish dedicated senior ownership over pricing.

This position combines strategic foresight with hands-on involvement in high-impact deals, governance responsibilities, and operational execution. The successful candidate will define pricing principles, develop the long-term roadmap, set operational models, and build the team necessary to support future growth.

Equal Opportunities

Tines is committed to providing equal employment opportunities to all applicants regardless of gender, race, ethnicity, genetic traits, language, religion, political beliefs, minority status, property, disability, age, or sexual orientation.