Company Description
Meet Unit4. With over 40 years of heritage, we’re an agile, fast growing, Cloud company that is on a mission to redefine Enterprise Resource Planning (ERP) for mid-market people-centric organisations.
With our innovative, self-driving, adaptive and intuitive software, our customers can spend more time on meaningful high-value work.
At the heart of what we do lies a simple yet profound purpose: Improve how people work by focusing on what truly matters. — A powerful statement that enables different priorities for different people.
We’re shaping how work should feel, and we empower our people by providing them with the right tools to achieve the autonomy they need - it's what makes us unique
Job Description
About the Team
The Pricing Strategy & Commercialisation team sits within the Product Organization and is Unit4's internal authority on how we price and position our products. Our mission is to optimize Unit4's economic value through world-class pricing strategy, governance and execution across the entire Product portfolio - ensuring our pricing model reflects the genuine value we deliver to customers whilst supporting Unit4's revenue and ARR growth targets.
We are a small, high-impact team. Current priorities include AI pricing strategy, new Pricing & Packaging (P&P) strategy execution, and KPI framework & governance development.
Our key business partners span CPO, CTO, CRO, CSO and CFO organizations, making cross-functional influence and commercial credibility as important as technical pricing expertise.
The Role
As Principal Pricing Analyst, you will serve as Unit4's internal pricing subject matter expert across the Unit4 Product Portfolio - the analytical and strategic engine behind our most complex and high-impact pricing work. This is a senior individual contributor role for a deep practitioner who combines mastery of SaaS pricing economics with the presence and communication skills to shape decisions at the highest levels of the organisation.
You will work closely with the Senior Director of Pricing & Commercialisation to define and codify Unit4's pricing principles, governance frameworks and long-term monetisation strategy. A core focus of this role is leading the development and execution of Unit4's AI pricing strategy defining a predictable, commercially deployable framework for monetizing our AI capabilities, as well as leveraging AI tools for dynamic pricing, demand forecasting and price optimization day to day.
You will lead key pricing projects, oversee price modelling and packaging from launch to discount governance, drive pricing transformation, and mentor junior staff while strengthening pricing skills across the business.
Key Responsibilities
Pricing Strategy & Policy
- Act as Unit4's company-wide pricing authority: develop, document and maintain pricing principles, discount governance frameworks and approval policies that ensure consistency, commercial integrity and scalability across the business
- Lead the design and evolution of complex pricing structures and long-term monetisation strategies - including subscription tiers, usage-based models and packaging architectures
- Provide strategic pricing recommendations through rigorous analysis, scenario modelling and executive-ready presentations
- Own Unit4's pricing governance model: product lifecycle stakeholder engagement, pricing review cadences and documentation standards that scale with business growth and complexity
- Build and govern a commercially deployable AI pricing roadmap for dynamic pricing, value-based segmentation and price optimization
- Act as the internal authority on how AI tools support internal pricing workflows
Analysis & Modelling
- Conduct advanced quantitative pricing analyses including price elasticity modelling, profitability analysis by vertical and region, customer willingness-to-pay research and competitive benchmarking across Unit4's four core verticals and primary geographies
- Lead pricing experiments and pilot programmes to generate robust evidence for pricing decisions, packaging changes and conversion strategy; define, build and own the growth metrics framework - measuring packaging adoption rates, ARR and NRR impact, deal size trends and conversion uplift - to quantify the commercial impact of every pricing change and report outcomes to senior leadership
- Own the development and continuous improvement of pricing guidance tools and conversion frameworks used by Sales and Deal Desk teams to price and present deals consistently and effectively
- Define, build, and report on pricing KPIs to monitor OKR performance and support commercial decisions and turn customer data into actionable insights.
Cross-Functional Leadership & Collaboration
- Partner deeply with Product Management on feature packaging, value metrics and product-line pricing architecture; with Deal Desk leadership on deal pricing guidelines, exception governance and field enablement; and with Finance on revenue modelling, commercial forecasting and performance reporting
- Serve as the pricing lead for high-stakes cross-functional initiatives and new product launches
- Build and sustain trusted relationships with key business partners across CPO, CRO, CSO and CFO organizations - ensuring pricing strategy is embedded in go-to-market planning and commercial decision-making at the appropriate level
Enablement, Thought Leadership & AI Integration
- Champion pricing excellence across Unit4: develop training materials, run enablement sessions and act as a visible internal authority for pricing and commercial strategy questions from Sales, Product and Finance teams
- Drive the practical application of AI within pricing workflows - from predictive price modelling and automated competitive analysis to AI-assisted discount guidance and scenario generation - materially increasing the quality, speed and commercial impact of the team's output; act as the team's AI pricing champion, staying ahead of developments in AI-driven monetisation and ensuring Unit4's approach remains at the leading edge
- Monitor the competitive and market landscape continuously, generating proactive insight on pricing trends, competitor moves and SaaS monetisation innovation that enables leadership to anticipate and respond to market shifts
- Contribute to the development of the team's operating model - OKR frameworks, KPI reporting structures and process documentation - supporting the Pricing function's evolution into a scalable, high-performing centre of commercial excellence
People & Team Development
- Mentor and coach junior members of the Pricing team
- Share knowledge proactively, contributing to a team culture of continuous learning and commercial rigour
Qualifications
PRICING & ROLE-SPECIFIC
- Thought-leadership in SaaS pricing: deep practitioner-level knowledge of subscription pricing models, usage-based pricing, value-based pricing and packaging strategy
- Demonstrable track record of owning and delivering complex pricing projects with clear, measurable commercial impact:
- Strong command of SaaS business economics - ARR, NRR, churn, LTV, CAC, ARPU - and the ability to connect pricing decisions directly to financial outcomes
- Experience conducting market research, competitive pricing analysis and customer willingness-to-pay analysis in a B2B SaaS context
BUSINESS & CUSTOMER
- Executive alignment: proven ability to engage and influence senior stakeholders through rigorous analysis, well-structured recommendations and clear commercial narrative
- Commercial acumen: understands the interplay between pricing strategy, product strategy, sales motion and competitive dynamics; able to balance revenue and margin objectives with customer value perception
TECHNICAL & DIGITAL
- Advanced quantitative skills: proficiency in financial modelling and data analysis (Excel essential; Power BI, Tableau or equivalent strongly preferred); comfortable working with large, complex datasets to derive pricing insight
- Data-informed decision-making: uses market data, customer analytics and commercial metrics to drive recommendations
COMMUNICATION & COLLABORATION
- Communication: able to distil complex pricing analysis into clear, compelling recommendations for non-technical senior audiences; confident business case author and presenter
- Stakeholder management: builds credibility and trust with cross-functional partners across Product, Sales, Finance and Customer functions; navigates competing priorities diplomatically and constructively
LEADERSHIP & COACHING
- Mentoring: committed to the development of colleagues; actively shares knowledge, reviews work and invests in raising analytical and commercial standards across the team
EXECUTION & IMPACT
- Strong ownership: takes personal accountability for the quality and timeliness of work; operates independently on ambiguous, high-stakes problems and drives projects through to measurable outcomes without requiring close supervision
Additional Information
Who we are
We are a people-first community that nurtures all the areas that surround your working experience. With us, you’ll be surrounded by a high-performance team that supports your authentic self and celebrates your uniqueness.
We believe that ‘How work should feel’ is an evolving statement. Work goes beyond tasks and everyday responsibilities it’s about feeling valued, empowered, promoted, impactful, seen, and appreciated.
We are reimagining how work makes people feel.
What we offer
- a culture built on trust and accountability - giving you the freedom and autonomy to be successful and make an impact
- balance - with our Flexible Leave Paid Time Off policy, remote working opportunities, Global Wellbeing Days, and other great benefits
- growth opportunities - we provide the tools and guidance required so that you can focus on what really matters to you and so, ultimately, you can achieve your best work
- talented colleagues, role models and mentors - work, learn and be inspired by some of the best talent in the software industry
- a commitment to sustainability - with initiatives such as our Environmental, Social, and Governance strategy and Act4Good programme
- a safe and inclusive working environment – supported by our Employee Resource Groups, which are open to all.
Our commitment to equity
Unit4 is committed to ensuring equal opportunity for everyone. We make our hiring decisions solely based on skills, qualifications, and our current business needs. We know that diversity brings fresh perspectives, ideas, and solutions to our company. This is the essence of our culture. We also welcome and encourage people who are pregnant and/or parents-to-be to apply. If you would like to know more about our commitment to diversity, visit our blogs:
Background check :
This role may require security clearance required for customer projects and access to sensitive (customer) data. That means that after you have accepted our offer, we could ask for background checks. Subject to applicable local laws, such security checks may require disclosure of personal information including criminal record declaration, right to work, personal identification and work history. No worries – we'll handle it according to local privacy laws and keep your information safe. Questions? Feel free to reach out!
