We are currently seeking a Strategic Pricing Lead. This role owns the monetisation architecture of the ARIS portfolio — what is sold together, how it is metered, what it costs at list, how far it may be discounted and how prices move over time — and turns that architecture into a price book, guardrails and tools the field can sell with.
This is a transformation role first: in its first 12–18 months the Pricing Lead redesigns the SKU structure end to end — from value metric and packaging to price book, quoting and the migration of existing customers — and then runs the new structure. The shift towards cloud, AI and agent-based offerings demands a single owner who ensures pricing decisions are made deliberately rather than deal by deal.
The role reports into the Chief Product Officer, with a dotted line to the CFO for margin coverage. The CRO sits on the Pricing Council so the price book stays sellable. The role is neither a deal desk nor a sales role — it sets the system those deals run on, and learns from every exception so the system gets better.
Essential Functions:

Define the ARIS monetisation strategy with the CPO, CRO and CFO: target price positioning, regional price corridors, the role of each offer in land-and-expand, and the balance between new-logo growth, expansion and margin.
Design the commercial models ARIS needs for its shift to cloud and AI: subscription, term and consumption models, credits and commitments, and hybrid on-premises/cloud constructs.
Lead the SKU structure transformation as a programme: assess the current SKU and price list, select the value metric for each offer, define the target architecture of editions, bundles and add-ons, retire legacy and overlapping SKUs, pilot with selected customers or regions before integral rollout, and deliver the plan through the Pricing Council.
Lead the packaging and pricing of AI and agentic capabilities — including on-premises AI bundles, launch AI bundles and the commercial treatment of MCP and agent access — and iterate from MVP on the basis of field and customer evidence.
Design the migration of the installed base to the new structure, including SKU mapping, grandfathering rules, price protection and customer communication, with Sales and Customer Success.




Design partner and channel pricing — reseller margins, OEM and embedded models, marketplace listings — and services attach, consistent with the direct price book.
Establish and run the Pricing Council (CPO, CRO and CFO as standing members) with a clear decision calendar and decision log, and own the price book as the single source of truth for every list price, SKU and packaging change.
Define the discount, concession and renewal framework: discount bands by segment, deal size and offer, approval levels, give-get rules, escalation thresholds, annual escalators, multi-year price protection and renewal floors.
Build and own pricing analytics — list-to-net price waterfall, discount distribution, price realisation, win/loss against price, competitor tracking, and structured willingness-to-pay research — and model the revenue, margin and cannibalisation impact of every pricing option before it is decided.
Act as the escalation point for pricing questions the guardrails do not answer, provide Deal Desk with fast, reasoned views on non-standard structures, and review approved exceptions systematically to decide whether recurring exceptions should become policy.
Prepare every pricing and packaging launch end to end — price book entries, CPQ set-up, quote templates, contract language, customer communication, and field-facing tools (calculators, packaging guides, value-metric explanations and objection handling) — with Product Marketing, Sales Operations and Enablement.

Minimum Requirements:

7+ years of experience in pricing, packaging or monetisation, with at least 4 years in B2B software — in-house at a software vendor or at a specialist pricing consultancy — with price and packaging changes taken to market.
Strategy grounding: structured, hypothesis-driven problem solving from top-tier consulting, corporate strategy or product strategy; able to frame an ambiguous monetisation question and drive it to a decision.




Deep understanding of recurring-revenue economics — ARR, NRR, ACV, CAC payback, gross margin — and of how pricing moves each of them.
Hands-on experience choosing value metrics and designing editions, bundles and add-ons, including transitions from perpetual or on-premises licences to subscription or consumption models.
Advanced modelling and data skills: price waterfalls, elasticity and scenario models, discount analytics; comfortable with large data sets in Excel, SQL and BI tools.
Experience designing and interpreting willingness-to-pay research — interviews, conjoint, Van Westendorp — and competitive pricing analysis.
Commercial realism: understands how enterprise deals are sold, negotiated and approved; designs prices the field can win with, not just prices that look right in a model.
Credible with C-level stakeholders; able to align Product, Sales and Finance when their interests pull in different directions, and to land decisions.
Has led at least one end-to-end SKU, packaging or pricing-model transformation at a software company — from design through price book, quoting and migration of existing customers.
Self-starter mindset: works autonomously and uses existing Product, Finance and Sales Operations capacity rather than building a parallel organisation.
Explains complex pricing logic simply, in writing and in the room. Fluent business English; additional languages are an advantage.

Nice to Haves:

MBA or equivalent postgraduate qualification.
Experience pricing AI, agentic or consumption-based software offerings.
Experience at an enterprise software vendor in business process management, process mining, enterprise architecture or adjacent automation markets.
Experience setting up and running a pricing council or equivalent cross-functional pricing governance.
Experience with CPQ and price-management platforms.
Experience leading installed-base migrations or large-scale list-price changes.
Experience with partner, OEM and marketplace pricing models.
Experience in investor-backed software companies with a strong focus on revenue quality.
Working knowledge of revenue recognition principles relevant to software pricing (for example IFRS 15).

📌 Strategic Pricing Lead (Madrid)
🏢 ARIS
📍 Madrid