Senior Associate, Pricing Strategy & Operations

Job Description

As a member of Zendesks Pricing and Packaging Team the senior associate will play a key role in shaping and executing Zendesks monetization strategies. Reporting to the Senior Director of Pricing and Packaging and working closely with key stakeholders in GTM Finance and Revenue Operations this is a highly visible role with excellent growth potential.

Role:

The Senior Associate Pricing Operations will be a pivotal member of our Pricing & Packaging function owning the end-to-end execution of pricing projects and collaborating cross-functionally to ensure pricing strategies are implemented in the field. This position sits at the leading-edge of Zendesks business model innovation shaping the way we go to market with products and pricing models that break the traditional mold. This role requires that you thrive in dynamic fast-evolving environments where processes and strategies are continuously refined. You will play a critical role in helping Zendesk validate and shape major business decisions through data-driven insights pricing experimentation and close partnership with leadership and sales teams.

What youll do:

• Own the operationalization of pricing initiatives that align with Zendesks evolving business strategy

• Partner closely with Sales RevOps Product Marketing Enablement Finance and other cross-functional teams to enable sellers with the tools materials and guidance needed to effectively position new pricing models

• Implement systems and processes that will allow Zendesk to test innovative pricing models in the market

• Develop and maintain pricing calculators deal support tools and sales enablement materials that empower teams to articulate value and close deals efficiently

• Collaborate with Revenue Operations and Deal Strategy to build complex customized pricing quotes that ensure adherence to discounting policies

• Collect analyze and report on quantitative and qualitative data related to pricing effectiveness and market feedback

• Lead process improvements to streamline pricing & packaging processes enhance throughput and increase scalability

• Act as a trusted advisor on pricing strategy and deal structuring to maximize revenue and customer satisfaction

What were looking for:

• Exceptional problem solver: You apply critical systems thinking and agile problem-solving with empathy and youre adept at addressing complex challenges from multiple perspectives.

• Ownership mindset: You take initiative and full accountability for driving pricing projects and initiatives to completion demonstrating persistence and independence.

• Cross-functional collaborator: You have experience influencing and partnering effectively across diverse teams building alignment and driving results through strong interpersonal skills.

• Analytical & detail-oriented: You are comfortable managing both qualitative and quantitative data turning insights into actionable recommendations with high attention to detail.

• Comfortable with ambiguity: You are able to navigate uncertainty confidently and apply judgment to guide decision-making.

Requirements:

• BS/BA or equivalent in a quantitative and/or business fields (e.g. business administration business analytics economics applied mathematics statistics)

• 2 years in pricing strategy deal desk sales operations or related roles supporting complex B2B sales processes preferably in SaaS or technology industries.

• Experience with both subscription billing models and usage billing models

• Proven ability to work with both quantitative and qualitative data to analyze business performance and translate insights into actionable recommendations

• Comfortable using pricing calculators quoting tools Salesforce (or equivalent CRM) Excel and data visualization tools

• Knowledge of SQL a plus

• Exceptional structured problem solving visualization and presentation skill

• Boundless intellectual curiosity - you are self-motivated and unafraid to ask questions in order to learn and grow

• Preferred: experience with pricing and packaging research methodologies (e.g. Gabor-Granger Van Westendorp Conjoint Max-Diff relative preference)

Hybrid: In this role our hybrid experience is designed at the team level to give you a rich onsite experience packed with connection collaboration learning and celebration - while also giving you flexibility to work remotely for part of the week. This role must attend our local office for part of the week. The specific in-office schedule is to be determined by the hiring manager.

The intelligent heart of customer experience

Zendesk software was built to bring a sense of calm to the chaotic world of customer service. Today we power billions of conversations with brands you know and love.

Zendesk believes in offering our people a fulfilling and inclusive experience. Our hybrid way of working enables us to purposefully come together in person at one of our many Zendesk offices around the world to connect collaborate and learn whilst also giving our people the flexibility to work remotely for part of the week.

As part of our commitment to fairness and transparency we inform all applicants that artificial intelligence (AI) or automated decision systems may be used to screen or evaluate applications for this position in accordance with Company guidelines and applicable law.

Zendesk is an equal opportunity employer and were proud of our ongoing efforts to foster global diversity equity & inclusion in the workplace. Individuals seeking employment and employees at Zendesk are considered without regard to race color religion national origin age sex gender gender identity gender expression sexual orientation marital status medical condition ancestry disability military or veteran status or any other characteristic protected by applicable law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law please click here.

Zendesk endeavors to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law. If you are an individual with a disability and require a reasonable accommodation to submit this application complete any pre-employment testing or otherwise participate in the employee selection process please send an e-mail to with your specific accommodation request.