SAPIENS
Global Pricing Strategy Senior Manager
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Global Pricing Strategy Senior Manager
Referral bonus: £750
Working Model: Hybrid (flexible) | Location: London
Sapiens UK is seeking a commercially astute Global Pricing Strategy Senior Manager to lead the design and scaling of pricing and packaging across our business as a central pillar of our go-to-market growth agenda.
About the Role
This role reports to the Head of Commercial Strategy & Pricing and owns Sapiens’ pricing strategy end-to-end, responsible for:
- Setting the direction for the enterprise price book, scenario-based pricing models, and governance frameworks.
- Leading a small pricing team, including line-management of the Senior Pricing Analyst while growing the function.
- Strategic oversight and hands-on involvement—bridging executive-level advocacy and technical rigour.
- Presenting pricing strategies, models, and data-driven recommendations to CFO and division-leaders.
Work Function & Collaboration
The role operates cross-functionally with Deal Desk, Sales Operations, Finance & FP&A, and commercial leaders across Property & Casualty, Life & Pension, Reinsurance, and the AI platform business.
At its core, this function is central to a transformational shift—Sapiens is moving from a licence-and-services model to a subscription-led, SaaS-first, AI-enabled platform, and pricing strategy will play a crucial role in this transition.
Key Workstreams
The ideal candidate will spearhead the following priorities:
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Strategic Pricing Leadership
- Develop and enforce a defensible enterprise price book across licence, SaaS, services, and consumption-based pricing models.
- Set the enterprise-wide renewal and uplift strategy with a data-driven logic and oversee implementation.
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Commercial Strategy for SaaS & AI Transition
- Model the financial impact of migrating to AI-based platform offerings.
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Governance & Workflow Ownership
- Define pricing governance frameworks, including intake and approval processes, exception-handling SLAs, and workflow execution (collaborating with Pricing Operations).
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Performance & Benchmarking
- Oversee pricing performance analytics (discounting, win/loss trends, indexation, and renewal yield) and present insights to commercial leaders.
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Competitive Pricing Strategy
- Drive the competitive benchmarking framework across key industry players.
Key Responsibilities
Team Leadership & Execution
- Manage and develop a small pricing team (e.g., line-managing the Senior Pricing Analyst), setting priorities, reviewing outputs, and scaling capabilities.
Pricing Authority & Governance
- Serve as the senior pricing expert for non-standard and high-value deals, guiding decisions at Deal Desk and CFO levels.
- Set pricing guardrails and approval thresholds aligned with RevOps processes.
Strategic Advantage & Recommendation
- Translate pricing analysis into actionable insights for the CFO, divisional leaders, and executive team.
Single Source of Truth
- Define and maintain the centralised pricing authority (maintained by Pricing Operations) and align outputs effectively with Sales teams.
SaaS & Transformational Strategy
- Play a critical part in defining the commercial strategy for the SaaS and AI transition, including bookings, revenue recognition, and migration incentives.
Experience & Skills Required
This role demands strategic pricing leadership backed by sharp analytical judgement to direct and challenge a technical pricing team.
- Core Experience (8–12 years):
- In pricing, commercial strategy, or RevOps within enterprise B2B software, including at least 4 years in SaaS or subscriptions.
- Paradigm-shifting track record—not just managing components, but owning pricing strategy at the business or divisional level.
- People leadership experience: Line-management qualifications, or talent development expertise (e.g., "player-coach" for analysts).
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Impact at the Executive Level:
- Strong ability to advocate, defend, and justify pricing decisions (supported by robust models) at CFO or executive summits.
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Complex Deal Mastery:
- Hands-on experience in managing and strategising £/$500K+ ARR enterprise contracts, multi-product, and multi-year deal structuring.
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Governance & Rigour:
- Proven success in designing and implementing pricing governance processes that sell-side teams voluntarily adopt.
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Analytical Fluency:
- Comfortable directing technical teams to build pricing models, interrogating Excel, and synthesising outputs for C-suite audiences.
Technical Comfortability:
- Proficient in Excel, Salesforce (or similar CRM platforms).
Relevant Backgrounds We Value
We welcome professionals with expertise in:
- Pricing or Commercial Strategy within career transitions from licence-to-SaaS architecture.
- Software pricing leaders specialising in complex enterprise and consumption-based models.
- Finance & FP&A professionals with direct pricing expertise and team leadership.
About Sapiens
We’re an equal opportunity employer embracing diversity and inclusion. Our culture values employees from all backgrounds—giving our people the tools to shape Sapiens’ growth.
Next Steps: Contact Lisa.smith@sapiens.com for questions. Apply via [our website](applicable link) or [LinkedIn profile](applicable link).
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