About the role
Business Area:
Corp. Strategy
Seniority Level:
Director
Job Description:
At Cloudera, we empower people to transform complex data into clear and actionable insights. With as much data under management as the hyperscalers, we're the preferred data partner for the top companies in almost every industry. Powered by the relentless innovation of the open source community, Cloudera advances digital transformation for the world’s largest enterprises.
Customer Pricing Director is accountable for the overall coordination, strategic alignment, and success of large deal commercial structuring and field pricing execution. This role focuses on managing strategic, complex deals, developing repeatable commercial programs, and driving high-growth outcomes alongside account teams. Engagements cover high-stakes, complex customer opportunities and programmatic commercial initiatives across the enterprise.
Serving as a strategic partner and commercial force multiplier for field sales, this function requires an extremely proactive, customer-centric, and analytical leader who will ensure both optimal deal structuring and seamless pricing execution in the field.
As a Customer Pricing Director you will:
Commercial Deal Structuring: Plan and execute programmatic large deal commercial structuring for strategic accounts, working closely with Pricing Strategy, Value Management, and Sales leadership to drive growth through complex but scalable deal design.
Field Execution & Feedback Loop: Drive true pricing execution with the field, gathering and analyzing customer-centric monetization feedback from live deals to continuously optimize commercial frameworks and track financial impact.
Deal Team Collaboration: Sit "in the room" with account teams to manage complex deal dynamics, align cross-functional dependencies, and help structure the commercial side of high-stakes opportunities.
Repeatable Program Building: Proactively translate unique, complex deal structures into repeatable commercial programs and frameworks—imperative for scaling field adoption as market dynamics shift.
Cross-Functional Alignment: Facilitate deep engagement between the field, Pricing Strategy, and Value Management to ensure corporate consistency, strategic alignment, and value-backed commercial models.
We’re excited about you if you have:
6-8+ years of experience in Commercial Deal Structuring, Deal Desk, Pricing Strategy, Value Management, Sales Operations, or Strategic Account Management.
Prior experience in high-growth B2B tech, SaaS, or digital services environments managing large, complex, multi-product enterprise deals is highly preferred.
Deep understanding of custom deal structuring, value-based pricing models, discounting frameworks, and contractual commercial levers.
Skillful at translating complex corporate pricing strategies into clear, actionable, and customer-centric commercial options for field sales teams to minimize friction.
Proven mastery of large deal governance, commercial coaching, and programmatic field execution processes.
Strong capability to interpret complex customer deal data, profitability metrics, and value-realization models to drive growth-oriented decisions.
Experience defining KPIs and tracking mechanisms to evaluate the long-term health, profitability, and repeatability of strategic commercial programs.
Proficiency in leveraging CPQ systems, CRM platforms (like Salesforce), Excel, and financial modeling tools to structure and track large enterprise deals.
Demonstrated history of being "in the room" to successfully co-pilot high-stakes, multi-million dollar commercial deal negotiations from inception to execution.
Sharp collaborative skills to bridge the gap between abstract pricing strategy and real-world field sales execution.
This role is not eligible for immigration sponsorship.
The anticipated annual base salary range for this position is:
Illinois: $157,000- 175,000
Colorado: $157,000- 175,000
Individual compensation within the published range is determined by the candidate's skills, experience, qualifications, and primary work location. In addition to base pay, sales roles are eligible for Cloudera's commission plan, while non-sales roles are eligible for the corporate incentive plan. All employees receive a comprehensive benefits package.
What you can expect from us:
Generous PTO Policy
Support work life balance with Unplugged Days
Flexible WFH Policy
Mental & Physical Wellness programs
Phone and Internet Reimbursement program
Access to Continued Career Development
Comprehensive Benefits and Competitive Packages
Paid Volunteer Time
Employee Resource Groups
EEO/VEVRAA
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