RWS Group
Senior Director - Global Pricing
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Senior Director of Global Pricing (B2B Tech/SaaS) – RWS
Job Purpose
As the Senior Director of Global Pricing, you will be a pivotal leader in RWS's strategic transformation into a tech-based commercial organization. Reporting directly to executive leadership, you will spearhead our evolution from traditional service-based models to a unified, recurring revenue framework built on SaaS and consumption-based pricing.
This role is highly collaborative, requiring deep engagement with senior stakeholders across Product, Sales, Finance, Marketing, and Operations to design and embed a holistic pricing ecosystem spanning our Generate, Transform, and Protect pillars. You will be the primary driver in executing a strategy that intelligently bundles our proprietary technology and world-class services, accelerating high-margin, scalable growth and empowering our global sales force through advanced CPQ automation.
Success in this role hinges on your ability to build trusted partnerships, influence diverse senior audiences, and create alignment across global teams as we navigate significant commercial transformation.
Key Responsibilities
1. Strategic Pricing & Offer Design
- Lead the business model transformation from transactional pricing to subscription and consumption-based models that capture the full value of our offerings
- Develop sophisticated pricing for integrated Tech + Service offers, architecting solutions at the intersection of proprietary AI-driven technology and premier human-in-the-loop services
- Drive the strategic overhaul of the Trados product portfolio, transitioning from a legacy license-and-maintenance structure to a modern, multi-tiered SaaS model that maximizes Annual Contract Value (ACV) and accelerates subscription adoption
- Define and iterate pricing for new, high-growth ventures (e.g., AI Dubbing), ensuring commercially compelling models that support rapid global expansion
- Collaborate closely with Product, Go-to-Market (GTM), and Finance leaders to ensure pricing strategies are co-created, aligned, and scalable across regions and customer segments
- Engage stakeholders early in design cycles to build buy-in and ensure pricing models are understood, adopted, and reinforced throughout the organization
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2. CPQ Digital Transformation
- Architect and drive the enterprise-wide CPQ (Configure, Price, Quote) digital transformation, creating a unified system across all commercial pillars
- Empower the global sales organization to autonomously generate complex, high-value quotes combining software subscriptions, API usage, and tiered service credits
- Design and implement intelligent, automated approval workflows to eliminate "Deal Desk" friction and dramatically improve commercial velocity
- Partner with Sales Operations, IT, and Regional Leadership to ensure CPQ capabilities reflect real-world needs and deliver a seamless user experience
- Facilitate cross-functional working groups to maintain alignment, resolve competing priorities, and secure commitment to system adoption
3. Commercial Enablement & Deal Engineering
- Act as the senior strategic partner for enterprise-level global bids, engineering deal structures that embed our unique technology value and secure long-term, profitable relationships
- Develop self-service commercial modelling tools within the CRM, enabling sales teams to model and present compelling pricing scenarios in real-time
- Maintain a constant pulse on the competitive landscape to ensure RWS’s pricing and value proposition remain market-leading
- Engage executive stakeholders to navigate strategic trade-offs, gain approvals, and align pricing decisions with broader corporate objectives
Required Skills & Experience
- B2B Tech/SaaS Experience: Demonstratable experience in a senior Pricing, Revenue Operations, or Commercial Strategy role within B2B SaaS or Tech-Enabled Services
- Transformational Leadership: Proven ability to lead a traditional sales organization through cultural and operational shifts
- CPQ Architecture: Experience architecting and leading a large-scale CPQ implementation (e.g., Salesforce CPQ, DealHub) in a complex, hybrid software-and-services business
- Strategic & Analytical Acumen: Deep expertise in pricing new technology, restructuring legacy portfolios, and modeling complex revenue scenarios
- Stakeholder Engagement & Collaboration: Skilled at building cross-functional partnerships, aligning diverse teams behind a unified commercial vision, facilitating decision-making in complex environments and influencing at C-suite and senior leadership levels
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Life at RWS
At RWS, we believe in unlocking global understanding—where language, culture, and data drive meaningful impact.
Our Purpose & Values
我们（we）celebrate difference, inclusion, and diversity, strengthening our organization through varied perspectives. We empower every employee to grow as an individual and excel in their career, based on shared values:
- Partner: Putting clients first and winning together
- Pioneer: Innovating fearlessly and leading with vision and courage
- Progress: Aiming high and growing through actions
- Deliver: Owning the outcome and building trust with colleagues and clients
Commitment to DEI
RWS is an Equal Opportunity Employer, proud to prohibit discrimination and harassment of any kind. All employment decisions are based on merit, qualifications, and business needs, without regard to:
- Race
- Religion
- Nationality
- Ethnicity
- Sex
- Age
- Disability
- Sexual orientation
Recruitment Note
RWS Holdings PLC does not accept agency resumes. Please do not forward unsolicited resumes to any RWS employees. Any unsolicited resume will be treated as RWS property, and associated terms will be waived.
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