Sapiens
Global Pricing Strategy Senior Manager
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Sapiens UK is seeking a commercially astute Global Pricing Strategy Senior Manager
Working Model: Hybrid (Flexible) London
Reporting to the Head of Commercial Strategy & Pricing, this role owns Sapiens’ pricing strategy end to end. You will set the direction for the enterprise price book, the scenario-based pricing models, and the governance frameworks the commercial organisation operates within. You will also lead a small pricing team, line-managing the Senior Pricing Analyst and developing the function as it grows.
This is a strategic leadership role with a hands-on edge. You will shape and defend pricing strategy at CFO and divisional-leadership level, while staying close enough to the analysis to challenge assumptions, pressure-test models, and step in on the most complex deals. The underlying build sits with the analyst team you direct. Your focus is the strategy, the standards, and the commercial outcomes.
The role works cross-functionally with Deal Desk, Sales Operations, Finance, FP&A, and divisional commercial leaders across Property & Casualty, Life & Pension, Reinsurance, and the AI platform business.
Sapiens is undergoing a significant commercial transformation, moving from a licence-and-services model to a subscription-led, SaaS-first business with AI-enabled platform offerings. This role is central to that transition, setting the pricing strategy and governance required to price, manage, and scale the new model.
Key Workstreams
The successful candidate will lead:
- Own the pricing strategy across licence, SaaS, services, and consumption-based models, and direct the build of a defensible enterprise price book.
- Set the renewal and uplift strategy, grounded in data-driven logic, and oversee its modelling and rollout.
- Lead the commercial modelling of services revenue impact arising from the AI platform transition.
- Design the pricing governance framework, setting the intake, SLA, approval, and exception standards, with day-to-day running of the workflow owned by Pricing Operations.
- Direct pricing performance reporting across discounting, win and loss, indexation, and renewal yield, and present the findings to commercial leadership.
- Define the competitive pricing benchmark strategy across key industry players.
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Key Responsibilities
- Lead and develop a small pricing team, line-managing the Senior Pricing Analyst, setting priorities, reviewing outputs, and building capability as the function scales.
- Act as the senior pricing authority on non-standard and strategic deals, guiding decisions at Deal Desk and CFO level.
- Set pricing guardrails, approval thresholds, and governance standards within deal workflows, partnering with RevOps.
- Translate pricing analysis into clear strategic recommendations for the CFO, divisional leaders, and the executive team.
- Own the definition and integrity of the single source of truth for pricing, maintained by Pricing Operations, and ensure outputs reach Sales as effective enablement materials.
- Shape the commercial strategy for the SaaS and AI transition, including bookings, revenue recognition, and migration incentives.
Experience & Skills Required
This role calls for a leader who combines strategic pricing judgement with the analytical depth to direct and challenge a technical team.
- Eight to twelve years in pricing, commercial strategy, or RevOps within enterprise B2B software, including at least four years in SaaS or subscription environments.
- A track record of owning pricing strategy and packaging at a business or divisional level, not only building individual components.
- Experience leading or developing others, whether as a line manager or a player-coach guiding analysts and shaping their work.
- Proven ability to shape and defend pricing decisions at CFO or executive level, supported by models you can stand behind.
- Deep experience pricing complex enterprise deals (£/$500K+ ARR) with multi-product, multi-year structures.
- Demonstrated success designing and enforcing governance processes that the sales organisation adopts and follows.
- Strong analytical fluency, enough to direct a technical team, challenge their models, and stand behind the outputs at executive level. Comfortable working in Excel and Salesforce.
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Relevant Background
We welcome candidates from:
- Pricing or commercial strategy leadership roles in software businesses moving from licence to SaaS.
- SaaS pricing leaders experienced in complex enterprise and consumption-based models.
- Commercial finance or FP&A leaders with hands-on pricing ownership and team leadership experience.
- Working within a born-in-the-cloud software company, with strong familiarity in cloud-native commercial models and SaaS deal structures.
Sapiens is an equal opportunity employer. We value diversity and strive to create an inclusive work environment that embraces individuals from diverse backgrounds.
Lisa.smith@sapiens.com is your contact for any questions. We kindly ask that you apply through our website or LinkedIn.
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