Senior Director, Commercial Pricing & Revenue Operations

Pricing Strategy & Fixed-Fee Model Transition:

• Own the firmwide shift from time-and-materials to fixed-fee, including phased rollout by service line, offering, and client segment.
• Design fixed-fee pricing frameworks (i.e., scope-based, outcome-based, subscription/retainer, hybrid) with defined margin floors and contingency mechanics.
• Build price-setting methodologies: bottoms-up cost build, value-based benchmarks, effective rate targets, and risk-adjusted pricing for scope volatility.
• Partner with Practice Leaders to translate offerings into productized, repeatable pricing constructs.
• Evolve pricing methodology and cost models to support AI-enabled solutions and products, reflecting a cost base that now includes non-labor components such as technology, platform, and per-token consumption charges alongside traditional employee cost.

Pricing Committee & Deal Governance:

• Chair the Pricing Committee; set cadence, thresholds, escalation criteria, and decision rights.
• Operate the deal desk: review non-standard pricing, discount requests, margin exceptions, and multi-year or master-agreement commercial terms.
• Establish delegation of authority for pricing decisions by deal size, margin variance, and risk profile.
• Maintain the record of committee decisions and a precedent library to drive consistency across deals.

Commercial Policy, Enablement & Legal Partnership:

• Develop and maintain the firm's commercial policy: pricing principles, discounting rules, change-order economics, scope-creep protocols, and fixed-fee overage/underage treatment.
• Communicate policy across the firm through playbooks, office hours, targeted enablement, and Partner/MD training.
• Build proposal and pricing tools (i.e., calculators, templates, guardrails) natively within the Salesforce-anchored stack rather than as bolt-on systems.
• Partner with Legal on commercial contract terms tied to fixed-fee delivery, including acceptance criteria, milestone structures, and T&C standardization.

Revenue Intelligence, Forecasting & Commercial Analytics:

• Define and own the firm's commercial KPI framework: pipeline health, bookings, win rates, price realization, fixed-fee margin vs. plan, effective bill rate, leakage, utilization, revenue concentration, and client retention — configurable by service line, market, and team.
• Build and maintain a weekly pipeline reporting cadence covering pipeline by stage/practice/owner with week-over-week delta, days-in-stage vs. historical benchmarks with stale-deal flagging, win/loss trends, and coverage ratios by market and service line.
• Design and own a calibrated forecasting model that replaces gut-check processes with stage-weighted, practice-specific probability models — reflecting that CCC's service lines have fundamentally different deal cycles — with stagnation flags, coverage targets by practice, and AI-assisted forecast commentary.
• Build post-sale margin tracking on fixed-fee engagements and close the loop back to pricing assumptions, surfacing systemic issues (e.g., underpriced offerings, chronic overruns) for remediation.
• Build advanced analytics across client revenue retention, BD effectiveness by deal origin and dual-origination, buyer persona and price sensitivity by market and service line, and structured win/loss intelligence.
• Lead quarterly and annual revenue forecasting processes in close partnership with FP&A, ensuring Salesforce pipeline data is the authoritative source of commercial truth.
• Deliver executive-grade dashboards and quarterly commercial performance reporting to the Executive Committee, Board, and PE sponsors.

Go-to-Market Process Design & Best-Practice Benchmarking:

• Own the design and governance of end-to-end commercial processes: opportunity management, pipeline stage definitions with clear entry criteria and exit actions, win/loss definitions, account segmentation, and territory alignment.
• Establish a structured deal close-out process so every won and lost opportunity generates a searchable, Salesforce-linked record capturing why we won or lost, who was involved, client pain points, service line, and referral or incumbent dynamics.
• Partner with Practice Leaders, the CEO, and Marketing to define sales plays, target account strategies, and pipeline generation requirements by service line.
• Continuously research and benchmark external pricing and commercial practices across peer professional services firms and adjacent industries (e.g., Big 4, boutique consulting, legal, technology services); track buyer and procurement dynamics among PE portfolio, Fortune 1000, and regulated-industry clients; feed insights into offering design, go-to-market motion, and pricing refresh cycles.

Revenue Technology Strategy & Ownership:

• Own the long-term strategy and roadmap for the firm's revenue technology stack, anchored by Salesforce (Sales Cloud), Kantata, Introhive (or comparable relationship intelligence platform), and integrated marketing and finance platforms.
• Lead evaluation, selection, and implementation of new RevOps and pricing tools, ensuring fit with enterprise architecture, security requirements, and ROI thresholds; capabilities should build on existing platforms rather than require wholesale new tooling.
• Serve as the executive sponsor for Salesforce governance — setting standards for object architecture, data model integrity, user roles, permission sets, and integration standards — with a strong Salesforce team executing day-to-day administration and configuration.
• Partner with IT, Finance, and external vendors to manage system integrations, API connections, and data flows between Salesforce, Kantata, ERP, and BI platforms.

AI, Automation & Innovation:

• Lead identification, evaluation, and deployment of AI-enabled and automation capabilities within the commercial and revenue operations function, in alignment with CCC's AI Governance framework.
• Apply AI to workflows including AI-generated pipeline narrative commentary, AI-assisted forecast summaries, AI-generated first drafts of deal close-out records (human-reviewed by opportunity owners), AI-generated outreach rationale for flagged target accounts, and AI-assisted pricing scenario modeling.
• Champion intelligent automation of repetitive workflows (e.g., data enrichment, pipeline alerts, forecast variance notifications, margin exception routing) to increase team leverage and data quality.
• Partner with the AI Governance & Steering Committee to ensure commercial-facing AI initiatives meet security, data privacy, and professional standards requirements.

M&A Commercial Integration:

• Assess acquired firms' pricing models, rate cards, commercial policies, and revenue technology as part of diligence and integration.
• Harmonize commercial constructs post-close and migrate acquired portfolios to the CCC pricing framework and Salesforce-anchored stack on a defined timeline.
• Lead RevOps support for M&A integration, including system consolidation, data migration, and commercial process harmonization.

Team Leadership & Cross-Functional Engagement:

• Lead, mentor, and develop a combined Commercial Pricing and Revenue Operations team; set priorities and capacity allocation across pricing analytics, deal desk, Salesforce administration, reporting, and strategic initiatives.
• Build a high-performance culture grounded in data accountability, commercial rigor, and cross-functional service excellence; define competency models and career pathways for the function.
• Act as the primary commercial operations business partner to the CFO, co-CEOs, Head of Marketing, Sales Operations leadership, and Practice Leaders.
• Represent the function with the ELT and other leadership forums; drive alignment with FP&A and Finance on forecasting, revenue recognition, and working capital.

What You'll Bring:

• 15+ years of progressive experience spanning Revenue Operations, Sales Operations, Pricing, or Commercial Strategy in professional services or comparable people-intensive B2B environments, with material time in a senior leadership role.
• Direct experience leading a time-and-materials to fixed-fee (or equivalent productization) transition at scale, including pricing committee or deal desk leadership in a partnership or PE-backed environment.
• Deep fluency in the unit economics of consulting delivery: utilization, leverage, realization, and margin architecture.
• Working fluency with Salesforce as a strategic platform owner — sufficient to set architecture direction, govern the data model, and challenge implementation trade-offs — with hands-on configuration and administration delivered by a certified team. Salesforce certifications not required.
• Demonstrated experience building calibrated forecasting models and pipeline reporting infrastructure in multi-practice or multi-segment environments; executive-level reporting in Salesforce and/or BI tools (e.g., Tableau, Power BI, or similar).
• Track record leading commercial operations through periods of rapid growth, M&A integration, or PE-sponsored transformation, and building and scaling high-performing teams.

Skills & Capabilities:

• Commercial acumen: connects operational data to revenue outcomes, cost implications, and investor-level narratives.
• Executive presence and influence sufficient to chair a committee of Partners and MDs, drive change without direct authority, and present to ELT, Board, and PE sponsors.
• Systems thinking: designs scalable, integrated processes and technology architectures; a builder who extends existing platforms rather than defaulting to new tooling.
• Analytical rigor: strong command of Excel-based modeling, comfort with CRM/CPQ-adjacent tooling, working knowledge of SQL or BI query tools a plus.
• Change management: proven ability to drive adoption of new pricing constructs, systems, and standards across a distributed, matrixed organization.
• AI fluency: practical familiarity with AI and automation applied to commercial workflows — including generative AI for commentary, deal coaching, pricing scenarios, and outreach — with judgment to sponsor responsible adoption within a governance framework.

Qualifications:

• Bachelor's degree required; degree in Business, Finance, Economics, or a related field preferred.
• MBA or advanced degree preferred but not required in lieu of demonstrated experience and impact.