Director, Pricing & Packaging Strategy

Business Operations Chicago, United States


Description

Our Story: Litera, headquartered in Chicago, IL, is a fast-growing software company and one of the leading legal technology suppliers in the world. Serving over 90% of the world's largest law firms, our software is used by hundreds of thousands of lawyers every day. As a company recently selected for Crain's Best Places to Work in Chicago, we believe professional development, rewards programs, open communication, and transparent leadership all contribute to a unique and open work environment. Our employees are driven, energetic, passionate, and have the ability to make a direct impact on the future of the company.

The Opportunity: We are looking for an experienced and commercially orientated monetization professional to lead and manage Pricing & Packaging for Litera. The role will involve both running strategic pricing and packaging initiatives to drive revenue growth and overseeing day-to-day deal pricing in the business. The role will report into the COO but will work closely with Finance, Sales, Product & Marketing and require close collaboration with the Executive team.

A Day in the Life:

  • Lead the development, testing and in-life management of value-based pricing and packaging propositions for existing & new propositions across Litera’s different solutions.
  • Work cross-functionally to set list prices and manage price lists – monitoring price achievement and systematically reviewing as required.
  • Support the development of offer and pricing proposals for larger deals with strategic customers.
  • Roll out tools, processes and systems and managing ongoing improvements to create a best-in-class pricing and offer development toolkit for our sales and customer success teams.
  • Manage regular pricing performance analyses and providing insights to the executive team and proposed price realization improvement interventions.
  • Ensure data consistency in the pricing system and driving further improvements.
  • Monitor compliance and governance for price approvals.
  • Oversee the periodic capture and analysis of competitive intelligence & relevant customer insight.
  • Update packaging & pricing for new features / products as they are developed.
  • Engage with Litera’s M&A activities to help review the pricing and successful commercial integration of new acquisitions.

Role progression:

Within 1 month, you will:

  • Complete our corporate onboarding process.
  • Meet the team and learn the nuts and bolts of our business, and where we are going.
  • Familiarize yourself with our solutions by working with leaders of our business units.
  • Start to review market, pricing, and commercial data available.
  • Access key data analytics systems and begin to learn what information is available and what it means.
Within 3 months, you will:
  • Have a good understanding of the value Litera provides customers, and how that value can be extended to other markets.
  • Collaborate regularly with leadership on proposed changes, market impact, and market opportunity.
  • Have established relationships with key leaders across Litera to learn the market, products, needs, and opportunities.
  • With guidance you will also have completed your first set of pricing and packaging analyses

 Within 6 months, you will:

  • Established many of your own processes, and update/refine existing ones.
  • Create new data repositories and/or views to summarize pricing and market data.
  • Experiment and run studies around different options to price, bundle, and approach the market.
  • Provide key insights and information to help Litera leadership prioritize and make better decisions on our packaging, pricing and discounting strategies.
  • Define the standard key metrics to track, goals around metrics, and measure success of previous product and market decisions.

About you:

  • You are curious and have the desire to get your hands dirty to discover, solve problems, and derive value.
  • You are not afraid of diving in independently, experimenting and failing, debating pros and cons of your and other ideas, make recommendations, and be able to defend your position.
  • Enjoys digging into data to derive information and trends.
  • Not afraid to use and/or learn a variety of technology platforms to help create information, trends, and value.
  • Passionate about maximizing value, providing strategies to do so, and measuring success.
  • Significant experience in building and implementing pricing strategies in a B2B (and ideally software) environment. Experience in LegalTech a bonus
  • Strong analytical and modelling skills, with advanced Excel required. Expertise in other software tools such as Tableau, PowerBI and Salesforce would be a bonus.
  • Confident and comfortable debating and defending your position and recommendation.
  • Excited to present your ideas and recommendations to the executive team.

What sets us apart?

  • Have direct contact and work directly with the executive team
  • Work with a team that has a proven track record
  • You’ll be challenged and encouraged to broaden your skills
  • Regular social & philanthropic events
  • Participation in management development program
  • Your own personal development budget
  • Special rates for local gym memberships
  • Phone stipend