Director of Pricing

We are seeking a results-driven Director of Pricing to lead and optimize the strategic pricing and deal evaluation processes that drive growth at PayJunction. In this critical leadership role, you will establish and enhance systems, coach and mentor the Deal Desk team, and act as a trusted advisor to Sales, Accounting, Legal, and other stakeholders to deliver high-value, profitable deals efficiently and accurately. While this role involves leading and mentoring a high-performing team, it also requires hands-on contributions to high-impact and visible projects, making individual contribution a critical aspect of success.

Why PayJunction?

PayJunction is relentless and emphatic about helping others.  We exist to drive the success of our partners.  Specifically, the developers who connect to us, businesses who process payments through us, and all of our team members who work with us at PayJunction.

We believe dreams inspire people to start a business, and others to partner with them.  While building dreams, entrepreneurs and business professionals will face many challenges along the way. We believe great partners can make all the difference.

We are your dream partner. 
Your success is our success. 
Our dream is to help you realize yours.

We exist to drive the success of our partners.  We do this by fundamentally changing the way you transact with others.  We just happen to make great payment systems.  If you love helping others succeed, in a culture that celebrates perfecting your craft, consider partnering with us.

Location

PayJunction takes a Flex First approach to work environments. This means that our team members can choose to work from our Santa Barbara office or remotely from home. We ensure that everyone has the resources and equipment to work where they feel most productive. We trust our teams to make the best decision for their work environment. All PayJunction employees must reside in one of the following states: CA, IL, TX, MN, CO, GA, NY.   

Our Pricing team’s mission is to review every deal, every day and streamline the opportunity management process while acting as a trusted business partner for Sales, Accounting, Legal, and more.

Our Pricing team’s vision is to be the "Deal Oracle" at PayJunction, providing critical advice on pricing, data for forecasting, and ensuring optimal deal configurations that align with company goals and core values.
 

Responsibilities

• Team Leadership:
  • Lead, coach, and mentor the Deal Desk team to review and process deals with high accuracy and efficiency while personally contributing to high-impact projects that require individual ownership and execution.
  • Conduct performance reviews and provide training to enhance team capabilities.
  • Foster a collaborative and high-performance culture.
• Pricing Strategy and Deal Management:
  • Establish and oversee systems to evaluate and configure pricing strategies for deals.
  • Provide high-quality pricing guidance and negotiation support to Sales for complex opportunities.
  • Ensure compliance with pricing authority matrices and PayJunction’s core values.
• Systems and Process Optimization:
  • Own the configuration and management of pricing tools (e.g., ISO AMP, Salesforce CPQ) to ensure accurate cost mapping and margin calculation.
  • Automate and streamline Deal Desk processes to eliminate bottlenecks and improve throughput.
• Portfolio Analysis & Management
  • Conduct cohort and attrition analyses to uncover revenue opportunities.
  • Monitor and control compression and attrition events while ensuring compliance with all regulatory and company policies.
  • Conduct deal audits to verify calculations, quota credits, commissions, and compliance with established guidelines.
  • Analyze competitor pricing and market trends to inform deal strategy and pricing decisions.
• Stakeholder Collaboration:
  • Act as a strategic partner to Sales, Accounting, Legal, and other cross-functional teams.
  • Deliver accurate and timely reporting packages to stakeholders, including key performance metrics and forecast updates.
• Strategic Initiatives:
  • Identify opportunities to enhance pricing strategies and develop innovative solutions for profitability.
  • Collaborate with stakeholders to refine policies and processes, ensuring alignment with company objectives.

Qualifications

• Bachelor’s degree in finance, economics, business administration, or a related field (Master’s degree preferred).
• Minimum 10 years of experience in deal desk, finance, sales operations, or payments industry roles.
• At least 6 years of hands-on experience in pricing strategies, financial modeling, and negotiations.
• At least 5 years in a leadership or management role, including team building, coaching, and performance management.
• Deep knowledge of interchange pricing, downgrades, and scheme fees for Visa, Mastercard, Amex, and Discover.
• Proficiency in advanced Excel, Tableau, Power BI, and SQL for pricing and portfolio analysis.
• Familiarity with Salesforce and Configure Price Quote (CPQ) tools.
• Familiarity with pricing research methods, including conjoint analysis.
• Strong analytical abilities to interpret complex data, identify trends, and make actionable recommendations.
• Knowledge of the payments industry, including:
  • Interchange rates and dues/assessments.
  • Competitor analysis of pricing and deal structures.
  • Familiarity with tools like ISO AMP, TSG AIM, and Salesforce CPQ.
• Exceptional leadership and stakeholder management skills.
• Excellent communication and negotiation abilities.
• Adaptability, problem-solving, and decision-making capabilities in high-pressure environments.

About PayJunction

Founded in 2000 by three UCSB graduates, PayJunction has grown from a bootstrapped startup to a recognized and respected leader in the payments industry. PayJunction processes more than $12 billion dollars annually for thousands of businesses with solutions that make it easy to accept credit and debit card payments in-store, online, and on-the-go.

Our people-first culture values long-term relationships over short-term profits. Honesty and integrity are part of every interaction with partners, customers and employees. We foster a collaborative work environment, where creative ideas are welcomed, teams are inspired, and success is celebrated. PayJunction is a place where you can find experienced mentors and supportive friends who are committed to your growth.

Total Rewards Plan

• Health, dental, and vision paid 100% by company for you and your dependents
• 401k with 6% match
• FSA and Dependent Care FSA
• Long-term & short-term disability coverage for you paid 100% by company
• 8 paid company holidays per year
• 2 paid floating holidays per year
• 1 paid volunteer day per year
• Paid Time Off
• Home office equipment stipend
• Annual Learning Stipend
• Quarterly “fun budgets” for team bonding events
• Opportunity to be part of a company that is changing a whole industry
• Opportunity for growth within the company
• Opportunity for remote, in-office, or hybrid work 

Office Environment

• The opportunity to choose the work environment that best suits you - remote, in-office, or hybrid.
• All remote & hybrid team members can enjoy:
  • Company-provided equipment for your home office
  • An equipment allowance for home office essentials
  • Free instructor-led yoga classes via Zoom
  • The opportunity to work at one of Glassdoor's Top 30 Best Places to Work in the US, 2020!
• Those who choose to come into the office can look forward to:
  • Bright and open offices in downtown Santa Barbara
  • Stocked snack kitchens 
  • Collaborative work spaces with Herman Miller chairs, height-adjustable desks, and a large 32-inch monitors
  • Dog-friendly office

Company Values

• Build the Dream
• Put People First
• Value Long Term Relationships Over Short Term Profit
• Make it Simple
• Be Data Driven
• Own It

The base salary range for this role is $180-$220k/year plus our Total Reward Benefit package.  Actual base salary offered will vary depending on factors including but not limited to: education, experience, skills and qualifications.

PayJunction is an equal opportunity employer. We strive to create a work environment where people from all backgrounds and identities thrive. We firmly believe that more diversity and inclusion in our workforce creates a stronger team, product, and culture.

In compliance with federal law, all persons hired will be required to verify identity and eligibility to work in the United States and to complete the required employment eligibility verification document form upon hire. PayJunction reserves the right to conduct background and/or credit checks on all of its potential employees.