Senior Pricing Strategist

Camunda is the leader in enterprise agentic automation, orchestrating complex business processes, including high-value knowledge work, across agents, people, and systems. By creating production-ready, enterprise-grade agents with built-in governance, Camunda uniquely delivers trusted AI agents for business-critical processes. Over 700 leading innovators like Atlassian, ING, and Vodafone, rely on Camunda to slash time-to-value from months to days, boost operational efficiency, and elevate customer experiences. Camunda was named a Visionary in the inaugural 2025 Gartner® Magic Quadrant™ for Business Orchestration and Automation Technologies (BOAT).

As a fully remote, global company, we’re rewriting the rules of modern business. Named GP Bullhound’s 2024 Top 100 Next Unicorn list, certified as a Great Place to Work, and recognized by Flexa for true flexibility, we’re growing fast and looking for top talent to join our team. If you’re excited to do meaningful work and make real impact, keep reading, this role could be the one you’ve been waiting for.

About the Role:

We are seeking a Senior Pricing Strategist to own complex account pricing strategy across our go-to-market organization. This role will act as a strategic partner to Sales VPs by region, supporting high-value, non-standard, and executive-level deals.

This position replaces pricing responsibilities previously owned by our Head of Sales and represents a step-change in how we approach deal pricing, discount strategy, and commercial negotiations. The Senior Pricing Strategist will bring structure, rigor, and executive-level judgment to pricing decisions while balancing revenue growth, margin protection, and long-term customer value.

This is not a deal approvals role. It is a pricing strategy leadership role with direct influence on how we price, negotiate, and close our most important deals.

What you'll be doing:

Strategic Deal Pricing & Negotiation

• Serve as the primary pricing strategist for complex, high-impact deals (large enterprise, multi-year, global, or non-standard structures).

• Partner directly with Sales VPs by region to shape pricing strategy, discount positioning, and commercial trade-offs.

• Lead pricing strategy for executive-level negotiations, including renewals, expansions, restructures, and strategic accounts.

• Ensure pricing decisions align with long-term ARR growth, margin targets, and customer lifetime value.
  

Executive Partnership & Decision Support

• Act as a trusted advisor to Sales Leadership, CRO, Finance, and Deal Desk on pricing and commercial strategy.

• Provide clear recommendations—not just analysis—on how to structure deals to win while protecting the business.

• Step into VP-level pricing ownership previously handled by Sales leadership, bringing consistency and repeatability.
  

Pricing Frameworks & Guardrails

• Develop and evolve pricing frameworks, discount guardrails, and escalation paths for complex deals.

• Define when and how exceptions are made—and ensure they are intentional, documented, and measurable.

• Support regional Sales leaders with guidance that balances flexibility with governance.
  

Cross-Functional Alignment

• Partner closely with Deal Desk, Finance, Legal, RevOps, and FP&A to ensure pricing strategies are operationally executable.

• Ensure pricing decisions flow cleanly through quoting, contracting, billing, and revenue recognition systems.

• Influence tooling, processes, and data models to support scalable pricing decision-making.
  

Insights & Enablement

• Analyze pricing trends, discount behavior, and deal outcomes to inform future strategy.

• Provide targeted enablement to Sales VPs and senior AEs on pricing strategy, negotiation levers, and commercial trade-offs.

• Translate complex pricing concepts into clear, executive-ready guidance.

What Success Looks