Pricing Operations Principal

Boston, MA, United States


Pricing Operations Principal

  • R7130
  • Remote
  • Remote, United States
  • Marketing

Now, more than ever, the Toast team is committed to our customers. We’re taking steps to help restaurants navigate these unprecedented times with technology, resources, and community. Our focus is on building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love. And because our technology is purpose-built for restaurants, by restaurant people, restaurants can trust that we’ll deliver on their needs for today while investing in experiences that will power their restaurant of the future. 

Toast is seeking a Pricing Operations Principal to join our Pricing team. The Pricing team is responsible for setting pricing across Toast’s market-leading restaurant platform including all our software/SaaS/subscriptions, hardware, and professional services. In this role, you will own how that pricing comes to life for our sellers and customers in our systems and pricing infrastructure in Salesforce CPQ, Netsuite, and our R&D team’s entitlement engine.  This role is a critical thought leader in bringing the business vision of Toast to life - a key embedded member of our Pricing team and a primary stakeholder of our Central Operations and R&D teams. This is a senior individual contributor role that will lead and define our pricing operations function reporting directly to Toast’s Director of Pricing and partner closely with our Central Operations Systems team.

About this roll* (Responsibilities) 

  • Help drive the strategic transformation of Toast’s pricing capabilities to increase flexibility, simplicity, speed, and effectiveness in our go-to-market capabilities across all routes to market including in-house sales team leveraging Salesforce CPQ and eCommerce sales. This will include oversight of timely execution day-to-day pricing changes as well as identification, evaluation, execution, and enablement of transformative changes in how Toast operates.
  • Plan and help us chart the evolution of Toast’s pricing capabilities that enable new ways of doing business including usage-based pricing, bundling & packaging, month-to-month contracting, digital self-service subscription changes (upsell/downsell), international pricing / pricing in multiple currencies, and the evolution of Toast’s subscription service customer entitlements.
  • Partner with Central Operation and Sales Enablement teams to improve Toast’s quoting experience and quote/proposal presentation.
  • Drive proactive guidance for simplification and standardization in how (selling/buying motions) and what (product complexity) we sell to maximize simplified commerce motions.
  • Draw on your experience to share industry best practices for pricing, monetization, documentation, and enablement with Toast to identify ways for Toast to move faster at scale.
  • Manage, refine, and improve Toast’s ongoing processes related to pricing including new SKU creation, list price changes (as needed), maintaining & publishing Toast’s internal pricebook, and internal stakeholder documentation (solutions architecture, services catalog,  pricebook, discounting guidelines, sales discounting approval rules)
  • Establish KPIs & metrics to improve business visibility.
  • This is a key position that will require building and maintaining successful cross-functional partnerships across our Marketing, Central Operations, and R&D teams.

Do you have the right ingredients*? (Requirements)

  • Bachelor’s degree with a minimum of 10 years of professional, relevant experience
  • Experience leading a Pricing Operations function
  • In-depth knowledge of subscription pricing and monetization
  • Operational experience with implementing pricing strategies in configure price quote (CPQ) tools, deal management, quoting workflows, and subscription entitlements
  • Experience in relevant business models specifically including SaaS/Software Subscription, and preferentially additional hardware and/or professional services.
  • Highly collaborative mindset; experience at working cross-functionally to drive results in a fast-paced environment 
  • Exceptional organizational and time management skills with the ability to effectively manage multiple project timelines, internal partners, external partners, and deadlines
  • Excellent problem solving, analytical, and communication skills
  • Proven experience creating business cases and influencing product roadmaps
  • Proficient in Microsoft Excel / GSheets

Special Sauce* (Non-essential Skills/Nice to Haves)

  • Experience with Salesforce CPQ, Conga Document Generation, Netsuite
  • Strong data analytics skills. SQL, Snowflake, and/or Looker experience is a plus
  • Experience with pricing in multiple currencies and countries/markets is a plus
  • Preference for a Boston-based candidate, or willingness to work in East Coast time zone

Our Spread* of Total Rewards

  • Unlimited Vacation
  • Sabbatical opportunity after five years
  • Professional Development Reimbursement Program
  • Commitment to Employee Wellness through resources such as a quarterly Wellness Stipend
  • Various peer and company recognition programs 
  • 401(k) and matching
  • Medical, Dental, & Vision Coverage
  • Mental Health Benefits
  • Subsidized backup childcare

*Bread puns encouraged but not required


We are Toasters

Diversity, Equity, and Inclusion is Baked into our Recipe for Success.

At Toast our employees are our secret ingredient. When they are powered to succeed, Toast succeeds.

The restaurant industry is one of the most diverse industries. We embrace and are excited by this diversity, believing that only through authenticity, inclusivity, high standards of respect and trust, and leading with humility will we be able to achieve our goals.

Baking inclusive principles into our company and diversity into our design provides equitable opportunities for all and enhances our ability to be first in class in all aspects of our industry.

Bready* to make a change? Apply today!

Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com.

Bready* for a change?

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Notice on fraudulent jobs

We have been made aware of instances of fraudulent job postings and/or fraudulent recruiting activity by bad actors, purporting to represent Toast. These fraudulent schemes often seek monetary contributions or payments from job seekers (such as for "start up costs" or "equipment"), or seek to collect sensitive personal or banking information from job seekers.  These job postings and offers are not authorized by Toast, and Toast is not responsible for fraudulent offers or requests for personal information or payments.  Toast will never ask for any financial commitment or contribution from a candidate at any stage of the recruitment process.  Candidates who have questions about the validity of Toast job postings or offers should consult the job postings on our careers.toasttab.com career site.

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