Senior Director/Head of Pricing - Burlington - Progress Software

Description

Overview

We are Progress (Nasdaq: PRGS) - the trusted provider of software that enables our customers to develop, deploy and manage responsible, AI-powered applications and experiences with agility and ease. We're proud to have a diverse, global team where we value the individual and enrich our culture by considering varied perspectives because we believe people power progress. Join us as a Senior Director/Head of Pricing & Commercialization. This will be a hybrid role, working between your home office and our Burlington MA headquarters.

In This Role

Senior Director/Head of Pricing & Commercialization to elevate pricing from a functional discipline into a core enterprise growth lever. This leader will own the company's monetization strategy, drive commercialization excellence across a multi-product portfolio, and embed pricing discipline across Product, Finance, Sales, and Operations. Acting at the intersection of strategy and execution, the role will define how our products are priced, packaged, launched, and scaled. This position is pivotal in driving predictable ARR growth, improving margin performance, and ensuring pricing consistency and transparency across the organization. This is a high impact, high visibility leadership role for a forward thinking operator who brings both strategic depth and operational rigor.

Your Responsibilities

• Enterprise Pricing & Monetization Strategy
  • Own the company-wide pricing and monetization strategy across products, segments, and business units (subscription, usage, perpetual, hybrid, open source).
  • Define pricing principles, guardrails, and value-based frameworks that balance growth, competitiveness, and long-term value creation.
  • Evaluate and optimize portfolio-level pricing decisions, ensuring coherence and disciplined execution.
  • Drive standardization of renewal pricing, deal structures, bundling, and packaging to increase ARR predictability and customer retention.
• Commercialization & Product Alignment
  • Establish a scalable, repeatable commercialization framework for new product launches and pricing changes.
  • Translate product strategy into monetization models, pricing rules, and deal execution guidance.
  • Partner with Product, Product Marketing, and BU leadership to ensure roadmap decisions align with monetization outcomes.
  • Lead commercialization workstreams for M&A, including pricing diligence, harmonization, and integration.
• GTM Integration & Deal Strategy
  • Serve as the strategic pricing partner to Sales and field leadership.
  • Provide executive-level support on complex, high-impact, or non-standard deals.
  • Oversee discount governance, exception management, and policies that protect long-term pricing integrity.
  • Strengthen cross-functional alignment across Product, Finance, Sales, Legal, and Operations.
• Operational Excellence & Systems Enablement
  • Define requirements and roadmap for pricing systems, SKU architecture, CPQ logic, renewal workflows, and quote-to-cash scalability.
  • Ensure pricing policies and logic are embedded into systems and automation, not reliant on manual processes.
  • Lead the operating cadence for pricing reviews, portfolio simplification, and ongoing optimization.
  • Reduce field escalations and improve speed to market through streamlined workflows and clear governance.
• Leadership & Organizational Influence
  • Build and lead a high-performing pricing and commercialization organization spanning pricing strategy, analytics, systems, and program management.
  • Act as the executive-level interface for pricing across business units and corporate functions.
  • Drive enterprise alignment through a hub-and-spoke model balancing central standards with market flexibility.
  • Influence C-suite and senior leadership on pricing strategy, monetization trends, and growth levers.

Your Background

• 12–15+ years of experience in SaaS pricing, monetization, revenue strategy, or commercial operations.
• Proven success leading cross-functional pricing or commercialization initiatives in complex, multi-product environments.
• Strong financial and analytical acumen (ARR, margin, NRR, deal economics, forecasting).
• Experience with Salesforce, CPQ, SKU architecture, renewal workflows, and monetization systems.
• Executive presence with the ability to influence senior leaders and unify stakeholders.

Additionally, It Would Be Beneficial If You Have

• Experience in a public company environment or exposure to investor-related pricing impact.
• Background in pricing transformation, global governance, or pricing roles supporting M&A integration.
• Demonstrated success improving pricing discipline, reducing deal escalations, or scaling monetization models.

What You'll Drive

• Enterprise-wide pricing coherence and discipline.
• Predictable and scalable ARR growth.
• Faster, more consistent product commercialization.
• Margin expansion through improved price realization.
• Reduced revenue volatility and cleaner, system-driven deal governance.

Why This Role Matters

Pricing is one of the most powerful and under-leveraged drivers of growth in modern software companies. As our Senior Director/Head of Pricing & Commercialization, you will define how value is created, captured, and scaled. You will shape the commercial architecture that supports our long-term strategy and drive alignment at the highest levels of the organization.

Base Salary Range: $221,000 - $260,000

This position is eligible to participate in our performance-based annual corporate bonus plan. Final base compensation is determined by a number of factors, including but not limited to job-related skills, education, demonstrable experience, and allowance for future and continued salary growth. We also offer a robust benefits package.

What We Offer in Return

• Medical, dental, vision, life & disability, and financial benefits (including 401(k) retirement savings plan). Tuition Reimbursement program. Additional voluntary benefits including crucial illness/hospital indemnity, identity theft protection, auto & home insurance, legal, and pet insurance.
• Competitive salary, bonus, and best-in-class Employee Stock Purchase Program (ESPP) with a 27-month lookback.
• Flexible paid vacation time, paid day off for your birthday, and company holidays. A variety of leave plans, including Parental Leave.
• Employee Assistance Program (EAP) and an employee well-being program focusing on physical, mental, and financial health.

Apply now