ARIS is the Process Context Platform for Enterprise AI, giving Fortune 500 and G2000 organizations the context needed to deploy agents at scale and unlock measurable new business value.

By bringing together process context, governance and operational understanding in a trusted Digital Twin of the organization, ARIS enables enterprises to connect how work is designed with how it actually happens across people, systems, data, rules and controls, improving governance and scaling agentic AI efficiently and cost-effectively.

Our ambition is underpinned by the ARIS Way – five behaviors that define how we work, make decisions and create value for our customers: Take Ownership; Move Fast, Learn Fast; Shape the Future, with Confidence; Win Together; and Customer Focus. They create a culture where people are empowered to act, learn quickly, challenge convention and work across boundaries to solve the problems that matter most to our customers.

ARIS is recognized by leading industry analysts such as Gartner and Forrester, and in July 2026 was named a Leader in the inaugural Gartner Magic Quadrant for Digital Twin of an Organization Platforms, where it ranked top in two of the four critical capability categories.

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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, c

📌 Strategic Pricing Lead (Madrid)
🏢 ARIS
📍 Madrid