Commercial and Pricing Lead

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Who we are:

Welcoming, collaborative and having the opportunity to make an impact - is how our employees describe working here.  Galileo is a financial technology company that provides innovative and revolutionary software products and services that power some of the world's largest Fintechs. We are the only payments innovator that applies tech and engineering capabilities to empower Fintechs and financial institutions to unleash their full creativity to achieve their most inspired goals. Galileo leads its industry with superior fraud detection, security, decision-making analytics and regulatory compliance functionality combined with customized, responsive and flexible programs to accelerate the success of all payments companies and solve tomorrow's payments challenges today. We hire energetic and creative employees while providing them the opportunity to excel in their careers and make a difference for our clients. Learn more about us and why we work here at https://www.galileo-ft.com/working-at-galileo.

About the role:

The Commercial and Pricing Lead will develop and manage the pricing strategies for the company's enterprise software and Software-as-a-Service (SaaS) solutions. This role will analyze market trends, customer behavior, competitive pricing, and financial metrics to ensure pricing models align with company goals and customer value. The manager will collaborate with cross-functional teams, including product management, sales, finance, and marketing, to optimize revenue, profitability, and market positioning.

You will set product pricing, discounts, and promotions to attract customers while maintaining profitability. This will enable Galileo to capture market opportunities, differentiate prices, and optimize pricing structures that resonate with target customers. Their work will support revenue optimization, market positioning, and overall business success in a competitive pricing landscape.

What you’ll do:

1. Pricing Strategy Development:
• Design and implement pricing strategies that maximize revenue, profitability, and market share.
• Develop flexible pricing models (subscription-based, usage-based, tiered, etc.) that align with customer buying behavior and enterprise-scale solutions.
• Continuously refine pricing models based on feedback, customer buying behavior, competitive analysis, and market dynamics.
2. Data Analysis & Trends Monitoring:
• Use surveys, research, and reports to collect and analyze data on Galileo,  external customers, and competitors, focusing on company costs, client budgets, and competitor prices.
• Create initial pricing benchmarks to help establish new models or help to optimize existing models. 
• Monitor market trends, customer feedback, and competitive changes continuously.
3. Pricing Infrastructure & Governance:
• Implement and manage pricing infrastructure, including policies, tools, systems, and metrics.
• Ensure pricing strategies comply with regional pricing regulations, especially in international markets.
• Develop and manage discounting guidelines to ensure pricing discipline and protect margins.
4. Performance Tracking & Pricing Optimization:
• Track and report key pricing metrics, including average revenue per client, client acquisition costs, client lifetime value, and profitability.
• Lead efforts to optimize upsell/cross-sell pricing strategies across the product portfolio.
• Use financial modeling to simulate the impact of pricing changes and provide data-driven recommendations to senior leadership.
• Implement pricing changes based on product lifecycle stages, new feature releases, or targeted promotions.
5. Cross-Functional Collaboration:
• Work closely with product management to align pricing with product value propositions, roadmaps, and market positioning.
• Partner with finance to ensure pricing structures support financial objectives, forecasting, and profitability analysis.
• Collaborate with the sales team to ensure pricing models support sales strategies and provide tools for effective price negotiation.
• Equip the sales team with pricing tools, playbooks, and guidance to navigate complex customer pricing discussions.
• Engage the Deal Deak to provide pricing support for deals, projects, and promotional offerings.
• Liaise with the marketing team to support go-to-market strategies and promotional pricing initiatives.

What you’ll need:

• Bachelor’s degree in business, finance, economics, or a related field; MBA or advanced degree preferred or equivalent work experience.
• 10+ years of experience in global pricing strategies & management, preferably in the enterprise software or SaaS industry, including solid exposure to managing pricing processes, implementing pricing initiatives, and creating pricing process documentation.
• Strong financial acumen with a deep understanding of SaaS revenue models, subscription pricing, software licensing, and enterprise software sales cycles.
• Excellent analytical skills, strong attention to detail, the ability to interpret complex data sets, and the ability to provide actionable insights. 
• Proven experience in pricing strategy development, financial modeling, and revenue optimization.
• Strong stakeholder collaboration, influencing, and communication skills, with experience working across multiple departments.
• Proficiency in pricing tools, ERP systems, and financial modeling software.
• Ability to work effectively in a fast-paced, dynamic environment with a strong bias towards action, an extreme sense of ownership,  and a sense of urgency to "win" in the market.
• Knowledge and experience in the financial services software industry preferred.
• Fluency in a second language, such as Spanish or Portuguese, is preferred.

Galileo Financial Technologies provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion (including religious dress and grooming practices), sex (including pregnancy, childbirth and related medical conditions, breastfeeding, and conditions related to breastfeeding), gender, gender identity, gender expression, national origin, ancestry, age (40 or over), physical or medical disability, medical condition, marital status, registered domestic partner status, sexual orientation, genetic information, military and/or veteran status, or any other basis prohibited by applicable state or federal law.

The Company hires the best qualified candidate for the job, without regard to protected characteristics.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

New York applicants: Notice of Employee Rights

Galileo is committed to embracing diversity. As part of this commitment, Galileo offers reasonable accommodations to candidates with physical or mental disabilities. If you need accommodations to participate in the job application or interview process, please let your recruiter know or email accommodations@sofi.com.

Due to insurance coverage issues, we are unable to accommodate remote work from Hawaii or Alaska at this time.