Director, Pricing and Deal Strategy

Director, Pricing & Deal Strategy

Archer is a technology company that provides Integrated Risk Management software solutions to other organizations. The Archer Platform provides a common foundation for organizations to manage IT security risk, regulatory compliance, third party/supply chain risk, and more. Non-technical users can automate processes, streamline workflow, control user access, tailor the user interface, and report in real-time using the point-and click interface to build and manage business applications. Archer has been the leading risk management software platform for over 20 years, including acquisitions by RSA, Dell, Symphony Technology Group, and Cinven who recently launched Archer as an independent business unit. https://www.archerirm.com/

Role Overview

The Director, Pricing & Deal Strategy will lead Archer’s pricing strategy and deal execution approach as the company enters its next phase of growth. This role focuses on building greater consistency, insight, and strategic partnership across pricing and deal decisions, ensuring Archer can scale efficiently while supporting increasingly complex, enterprise-level opportunities.

Partnering closely with Sales, Product, Finance, and Legal, this leader will bring structure, perspective, and strategic guidance to pricing and deal activity, while supporting the team and processes in place.

 

Key Responsibilities

Pricing Strategy & Intelligence

• Define and evolve pricing strategy, frameworks, and guardrails to support growth across segments and products.
• Develop pricing insights from deal data, market inputs, and competitive context.
• Partner with Product and Finance to align pricing decisions with product direction and financial objectives.

Deal Strategy & Governance

• Lead the Deal Desk function, providing clear guidance on deal structure, pricing, and approvals.
• Support complex and non-standard deals through structured review and strategic input.
• Establish clear approval models, escalation paths, and decision criteria.

Commercial Consistency & Scale

• Improve consistency and predictability in pricing and deal decisions as deal complexity increases.
• Balance speed and flexibility with appropriate governance.
• Reduce friction for sellers by clarifying expectations and decision-making standards.

Cross-Functional Partnership

• Act as a strategic partner to Sales leadership on pricing and deal strategy.
• Collaborate with Enablement to reinforce pricing principles and deal best practices.
• Communicate recommendations, risks, and trade-offs clearly to senior leadership.

Team Leadership

• Lead and develop the pricing and deal desk team.
• Create clarity around roles, decision rights, and operating rhythms.
• Build capability and scale the function in line with business growth.

 

Qualifications

• 10+ years of experience in pricing, deal desk, or commercial operations within B2B SaaS.
• Experience supporting complex, enterprise, and non-standard deal structures.
• Collaborative leadership style with strong cross-functional partnership skills.
• Ability to operate at both strategic and execution levels.

Additional Information:

About Archer’s Culture and Work Environment:
Our people, team collaboration and dynamic leadership is the centerpiece of our great culture and the reason for Archer’s 25 years of success. Over the years, many companies and global organizations have been faced with tough decisions. Layoffs, reorganizations, acquisitions, and mergers. Yet, throughout these challenging times, Archer has exemplified strong innovation and growth and a commitment to our employees.Why is this possible? Collaboration is the key to our success. It inspires great innovation and innovative ideas. It is why Archer's is a household name in the GRC space. Companies, from F500 – F1000, come to Archer first - for our thought leadership and for our ability to meet customers where they are. As we continue to grow and evolve, our focus will remain the same: continue innovating, support our customers and employees and continue driving the risk management industry to new levels.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice at management discretion based on business need. 

Archer is committed to the principle of equal employment oppor