Field Pricing Manager

Job Description

Field Pricing Manager | Workday

The Tone:
This is a full-time, hybrid role at Workday, primarily based in Atlanta, GA. Workday, a Fortune 500 company, develops a leading AI platform for managing people, money, and agents, aiming to shape the future of work by enabling teams to reach their full potential and focus on what matters most. The company fosters a culture rooted in integrity, empathy, and shared enthusiasm, where teams tackle big challenges with bold ideas. This role is crucial for driving the adoption of new and existing pricing and contracting approaches, ensuring sales effectiveness, and directly supporting global account executives with tier-2 deal-specific pricing strategies. The Field Pricing Manager will execute both tactical and strategic initiatives, solving performance mysteries and presenting proposals to leadership, directly contributing to Workday’s commercial success and product market fit through cross-functional partnership.

The TL;DR
• Role: Full Time
• Location: Hybrid – Atlanta, GA
• Pay: $104900–$186400 yearly
• Team: Field Pricing Strategy team, part of the Workday Pricing team
• Mission: Drive the adoption of new and existing pricing and contracting approaches by supporting sales and revenue operations.

What You’ll Actually Do
• Deal Strategy & Support: Provide critical tier-2 deal-specific support to global account executives, sales teams, and sales leadership, guiding them on negotiation cycles and new pricing model practices for SaaS and AI offerings.
• Performance Analysis & Recommendations: Conduct extensive analysis on commercial selling performance, including comprehensive trend analysis and data model construction, then translate these insights into actionable recommendations for impactful change to leadership.
• New Product Integration: Partner closely with the product pricing team to strategically bring new products to market, influencing all aspects of the quote-to-cash process and shaping the offerings as they come to market.
• Sales Enablement & Education: Create impactful educational content and presentations as part of new product and strategic initiative rollouts, and then deliver this crucial content to wide audiences within the global sales team.
• Operational & System Improvement: Drive sales effectiveness and alignment to global pricing policies, participate in system testing of the quoting platform for accuracy, and assist in coordinating technical and business requirements for Commercial Order Form enhancements with partners.

The Must-Haves
• Background: This role requires a professional with a Manager-level background, possessing at least 5 years of experience within a SaaS Pricing organization, with a strong preference for a field-facing capacity.
• Experience: Minimum of 5 years demonstrating analytical skills to translate complex data into actionable insights for senior leadership, coupled with 5 years in the creation and delivery of sales-facing enablement content. Additionally, candidates must have at least 1 year of experience with AI pricing models and concepts.
• Skills: Strong analytical prowess for commercial performance, trend analysis, and data model construction; proven ability in deal pricing strategy and negotiation; demonstrated expertise in creating and delivering impactful educational content and presentations; comprehensive understanding of AI pricing models and concepts; and effective cross-functional partnership capabilities with various stakeholders.