Sr. Director, Pricing Strategy & Operations

MeridianLink is hiring a Senior Director, Pricing Strategy & Operations to lead the rollout of our new pricing and packaging program and to stand up the operating engine that keeps our pricing optimized over time. We're seeking a operationally rigorous pricing leader to unlock revenue growth and maximize value capture across our expanding product portfolio.

You will own the end-to-end rollout across the MeridianLink portfolio, run the annual price-update cycle, build a repeatable process we use for every new product or pricing change, and own ongoing pricing evaluation — win/loss, competitive pricing intelligence, and willingness-to-pay — so our packaging and pricing maximizes revenue while minimizing churn and new-prospect loss.

This is an execution-heavy, operator role. You will be a partner daily with Product, the Transformation Management Office (TMO), Business Systems team, Sales, RevOps, Finance, and Marketing.

What You’ll Own

1. Rollout 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-sell.

Own end-to-end rollout health including the phased plan, milestone tracking, systems and GTM readiness, and mid-flight program adjustment as needed.

Own 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 forms.

Implement key rollout metrics and build dashboards/trackers to monitor them.

Own 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 making.

Train 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 planning.

Consolidate “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 customers.

Prioritized 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 assigned.

Keep program goals in front of mind for the team and ensure program trajectory remains aligned.

Represent findings and recommendations to senior and executive leadership.

2. Annual Price Updates

Own the annual price-update cycle end to end, including timeline, approvals, and the playbook Sales, CS, Finance, and Marketing run against.

Recommend the increase strategy by segment, product, and contract vintage, balancing realized lift against churn risk and new-logo win rate.

Own the post-mortem: realized lift, concessions, churn delta, sentiment — and incorporate it into next year’s cycle.

3. Ongoing Product & Pricing Introduction

Stand up the repeatable intake-to-launch process for every new product, module, or pricing change. Run the monthly pricing committee.

Build monetization frameworks for new features and capabilities.

Support the Product organization with rigorous willingness-to-pay and value studies that inform how we package and price new capabilities.

Partner with Product Management early to inform feature-tiering with clear monetization logic.

Design tiering and add-ons that drive attach and cross-sell across Consumer, Mortgage, Business Lending, Account Opening, Data Verification, Analytics, and new products.

Own post-launch reviews to evaluate pricing performance.

4. Ongoing Price Studies & Competitive Intelligence

Run a continuous price-study motion.

Own win/loss pricing analysis; publish a quarterly read on where we’re leaving money and where we’re pricing ourselves out.

Maintain competitive pricing intelligence on the core competitive set: list prices, packaging, and discounting behavior as seen in our deals.

What You Bring

10+ years in pricing, monetization, and operations in B2B SaaS, including 5+ years in senior leadership roles owning pricing outcomes.

Proven track record leading multiple end-to-end pricing and packaging transformations across multi-product SaaS portfolios, including systems, enablement, and customer migration.

Adaptability: Role spans product and program skills; requires a hybrid “analytics + persuasion” mindset and comfort in ambiguity and fast-paced environments.

Operator mindset, strong voice-of-customer synthesis, commercial instincts.

Strong communication & stakeholder management: proven ability to align teams without direct authority, keeping cross-functional leads accountable.

Voice-of-customer synthesis: skilled at running feedback loops, triaging incoming feedback, identifying patterns, and balancing anecdote vs. data with empathy.

Working familiarity with Salesforce, CPQ, modern billing platforms, SQL, and at least one BI tool. Advanced Excel / financial modeling is a must.

Analytical mindset: Strong data skills; able to design dashboards and derive insights from both quantitative metrics and qualitative inputs.

Experience packaging and pricing AI-based product features.

Executive presence enabling you to present confidently to executive teams and board members, presenting pricing strategies with confidence and defending recommendations with data.

Experience with pricing research methods preferred (van Westendorp, conjoint, segment surveys, customer interviews).