Manager, Revenue Operations & Pricing Strategy

We are seeking a Manager of Revenue Operations & Pricing Strategy to lead deal structuring, revenue optimization, and incentive management initiatives across all of our verticals. This role’s primary focus will be on driving revenue growth and margin optimization through integrated customer value engineering, pricing analytics, and financial modeling expertise. As a strategic business partner, you will also work with Sales leadership to design and manage commission programs spanning direct and channel sales to ensure seamless alignment between pricing strategies and sales incentives.

In this role, you will:

• Provide strategic financial guidance on complex deal structures while partnering with GTM teams to develop pricing recommendations that optimize customer acquisition, retention, and expansion.
• Build and maintain financial models to analyze various deal structures based on value creation, pricing, and unit economics (e.g., CAC, total cost of ownership, customer lifetime value).
• Design and administer comprehensive commission programs that reinforce pricing strategies, collaborating with sales leadership on quota setting, structure adjustments, and performance monitoring to drive desired sales behaviors and revenue outcomes.
• Develop and maintain deal approval frameworks, pricing guidelines, and discount authorization matrices, working with Sales Ops to streamline and automate aspects of the deal review process.
• Calculate commission payouts and implement validation processes, partnering with Accounting and HR to ensure accuracy and compliance while identifying automation opportunities.
• Monitor sales performance against bookings targets and pricing objectives, adjusting incentive mechanisms to maintain alignment between sales behaviors and strategic revenue goals.
• Maintain detailed documentation and operational controls for commission calculations, deal approvals, and pricing decisions that support quarterly close processes and external audits.

We would love to hear from you if:

• You have bachelor's degree in Finance, Business, Economics, or related field; MBA or relevant certifications valued but not required given strong experience.
• You have 5+ years of progressive experience combining elements of: deal desk operations, pricing analytics, revenue operations, or strategic FP&A within B2B software companies.
• You have deep understanding of B2B/AI software, including unit economics (CAC, LTV, payback), TCO modeling, and translating AI capabilities into customer value propositions and pricing strategies.
• You have experience designing or administering sales compensation programs with clear understanding of how commission structures drive sales behaviors and impact revenue quality.
• You have proven ability to translate complexity into clear business impact analysis and recommendations, preferably within a high-impact financial context.
• You have strong grasp of revenue accounting principles (ASC 606), deal structure implications on revenue recognition, and commission accrual mechanics within public company reporting requirements.
• You have advanced Excel and/or Google Sheets capabilities with comfort building dynamic models (using formulae like INDEXMATCH) to avoid manual processes. Experience with CRM/ERP systems (NetSuite preferred). SQL and visualization tools (Looker, Power BI) are a plus but not required.
• You have proven ability to partner with GTM leadership, translating complex analyses into actionable recommendations that drive revenue growth and margin improvement.

This position is available for remote work across most of the United States. (** SoundHound AI DOES NOT offer employment in Alabama, Alaska, Delaware, Iowa, Maine, Mississippi, New Hampshire, North Dakota, Rhode Island, South Carolina, Vermont, West Virginia, Wisconsin, and Wyoming. Regardless of workplace arrangement, employees within a 60-mile radius of a SoundHound AI office are expected to work from the office on three pre-scheduled, company-wide “core days” per month to encourage cross-team connection and in-person collaboration.

The estimated salary for this position is $110,000 - $150,000 plus equity. In addition to salary and equity, you will receive comprehensive healthcare, paid time off, and other benefits. Our recruiting team will provide a specific salary range based on location and years of experience.

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