Global Pricing Director

The Global Head of Pricing is accountable for defining and leading ERM’s enterprise pricing vision, shaping how value is structured, governed, and monetized across all regions, service lines, and delivery models. Operating as a senior commercial leader at the intersection of strategy, finance, and go‑to‑market execution, the role sets the global direction for pricing as a core lever of margin performance, competitive differentiation, and portfolio evolution.

This role translates enterprise strategy into scalable, multi‑year pricing architectures, governance frameworks, and capability roadmaps that enable consistent commercial decision‑making worldwide. Acting as a trusted advisor to executive leadership, the Global Pricing Senior Director influences strategic investment, deal structuring, and risk trade‑offs, ensuring pricing decisions align with long‑term enterprise value creation rather than short‑term revenue optimization.

Reporting to the Global Head of Commercial Operations and Revenue Management, the role leads a single global pricing function and is accountable for the maturity, integrity, and effectiveness of pricing as a strategic discipline across ERM.

Key Accountability & Responsibilities

Enterprise Pricing Leadership & Value Strategy

• Set and steward the enterprise-wide pricing vision, positioning pricing as a strategic driver of growth, margin sustainability, and differentiated client value.
• Act as a senior commercial advisor to the executive leadership team, shaping decisions on pricing strategy, margin architecture, market positioning, and portfolio trade‑offs.
• Lead the shift from transactional, rate‑led pricing toward outcomes‑based, value‑led commercial models aligned to ERM’s strategic ambitions.
• Ensure pricing strategy is fully integrated with enterprise strategy, financial planning, service line evolution, and delivery economics.

Global Pricing Architecture & Commercial Design

• Define and govern global pricing frameworks that standardize how services are packaged, priced, and monetized while allowing for disciplined regional flexibility.
• Establish enterprise standards for fixed‑fee, team‑based, value‑based, risk‑reward, and unit‑cost pricing models.
• Influence the design and commercial viability of new and evolving offerings, ensuring pricing reflects differentiated value, delivery realities, and acceptable risk.
• Provide global sponsorship on high‑value and strategically complex deals, ensuring alignment with long‑term enterprise objectives and risk appetite.

Global Transformation & Capability Maturity

• Lead a multi‑year, enterprise pricing transformation that materially advances pricing sophistication, governance, and commercial discipline across regions.
• Build global pricing capability through operating models, skills development, tooling, and analytics that scale consistently across markets.
• Embed a unified pricing culture that improves predictability, transparency, and confidence in commercial decision‑making at all levels of the organization.

Pricing Platform & Data Leadership

• Serve as lead for ERM’s global pricing platform ecosystem, defining its role as a strategic decision‑support and governance asset.
• Direct platform evolution, including automation, data quality, modelling capability, workflow standardization, and integration with adjacent commercial systems.
• Ensure pricing data, insights, and scenario modelling enable forward‑looking, enterprise‑level commercial decisions.

Global Organizational Leadership

• Lead and integrate a single global pricing organization, including regional pricing leaders, offshore teams, and cross‑functional partners.
• Set clear decision rights, role clarity, talent pathways, and capability expectations aligned to a modern, strategic pricing function.
• Build a high‑performance leadership culture that balances innovation, rigor, and accountability across a globally distributed team.

Governance, Policy & Risk Stewardship

• Establish and enforce global pricing policies, guardrails, and approval frameworks that balance empowerment with enterprise risk management.
• Maintain global oversight of pricing exceptions, strategic discounting, and enterprise‑level commercial risk exposure.
• Drive transparency and continuous improvement through global performance reviews, audits, and governance forums.

Influence And Decision-Making Authority

• Enterprise‑level authority for global pricing strategy, frameworks, and rate structures.
• Final decision maker for strategic, high‑value, or complex pricing decisions.
• Significant influence on go‑to‑market strategy, portfolio development, delivery model evolution, and financial planning.
• Serves as a trusted advisor to senior executives, shaping commercial decisions with forward‑looking insights and robust modelling.
• Acts as the global escalation point for commercial risk, transformational opportunities, and pricing‑related strategic trade-offs.

Job Requirements & Capabilities

Qualifications:

• Bachelor’s degree in finance, Economics, Business, or related field; master’s preferred.
• 12–15+ years of experience in global pricing, revenue strategy, or commercial leadership within professional services.
• Proven experience implementing team‑based pricing, value‑based pricing, and global unit‑costing methodologies.
• Leadership across diverse delivery models, including blending onshore/offshore resources.
• Ownership or significant leadership experience with a Salesforce based pricing platform, or other similar platform, as a pricing/commercial operations system for pricing.
• Demonstrated track record leading large‑scale transformation initiatives.

Capabilities:

• Shapes and operationalizes mid‑term strategy, translating long‑term goals into clear 1–3-year priorities.
• Communicates complex commercial and analytical concepts with clarity, confidence, and strong executive presence.
• Negotiates and aligns with senior stakeholders, balancing competing priorities to land scalable, pragmatic solutions.
• Leads multiple teams through change, building capability, consistency, and adoption of new commercial disciplines.
• Fosters alignment, engagement, and accountability across regions and functions during transformation.
• Applies strong data‑driven judgement, using analytics, modelling, and scenario thinking to navigate complex global environments.

Other Requirements:

• Cross‑Functional Collaboration: Exceptional skill in partnering across Commercial, Finance, Delivery, Sales, and Technology teams in a matrixed global environment.
• Strategic Thinking: Ability to synthesize data, market intelligence, and business objectives into strategic pricing direction.
• Change Leadership: Proven capability to lead global transformation initiatives, implement new pricing frameworks, and drive adoption of new tools and systems.
• Problem Solving & Critical Reasoning: Aptitude for navigating ambiguity, evaluating tradeoffs, and making sound recommendations under pressure.
• Team Leadership & Coaching: Strong ability to build, mentor, and inspire a high‑performing global pricing organization.
• Communication & Storytelling: Skilled in distilling analytical insights into compelling narratives tailored to diverse audiences.
• Adaptability & Resilience: Adept at managing competing priorities across time zones and adjusting to changing commercial dynamics.