Pricing Strategy and Operations Manager

As a Manager, Pricing Strategy and Operations at Marqeta  you will be responsible for managing and streamlining the end-to-end deal process, ensuring efficient and scalable pricing strategies, deal structuring, and contract execution. You will work cross-functionally with Sales, Finance, Legal, and Product teams to optimize deal outcomes, drive operational efficiency, and maintain compliance with company policies. In this role, you will:

• Drive standardization across the deal desk and contracting process
• Establish efficient operational cadence, reporting, insights, and benchmarks
• Lead operational rigor and excellence across the GTM organization
• Serve as an expert on the company’s deal structures, pricing, standard terms and conditions, systems and processes

As a change agent for the organization, you will rely on data-driven insights and rigorous process assessment to drive operational efficiency within the GTM org.

We work Flexible First. This role can be performed remotely anywhere within the United States. We’d love for you to join us!

The Impact You'll Have

• Deal Structuring & Pricing
  
  • Partner with Sales to structure pricing and deal terms, ensuring alignment with company, customer, and bank objectives
  • Provide pricing recommendations and margin analysis to maximize deal profitability
  • Manage approval workflows for discounts, special terms, and non-standard deal requests
• Process Optimization & Compliance
  • Standardize and continuously optimize deal approval and contracting processes to reduce sales cycle times and set structures in place to scale sustainably
  • Ensure deals comply with internal policies, revenue recognition guidelines, and regulatory requirements
  • Work with Legal to manage contract redlining and non-standard terms
• Cross-Functional Collaboration
  • Act as a strategic partner to GTM / Sales, Finance, Legal, and Product teams to drive deal efficiency and outcomes, promote knowledge sharing and skills development, and establish best practices
  • Provide benchmarking and insights on pricing trends, customer negotiations / objection handling, and competitive positioning
  • Support the development of sales enablement materials related to deal structuring, pricing, and terms and conditions
• Reporting & Insights
  • Track deal metrics, discounting trends, and overall pricing operations performance
  • Provide insights on pricing effectiveness and recommend adjustments based on data-driven analysis
  • Act as a cross-functional subject matter expert, who is sought for advice on decisions that can impact business operations and sales strategy

Who You Are 

• 5+ years of related experience  such as consulting, investment banking, sales or revenue operations, deals desk, finance, or sales strategy within a fast-paced technology and/or payments company
• Outstanding problem solving and analytical skills including talent for conducting research, analyzing data, developing hypotheses, and synthesizing recommendations
• Strong organizational skills and operational mindset; skilled at building processes to scale
• Strong understanding of contract structures and pricing strategies
• Proficiency in Salesforce and financial modeling (Excel, Looker, or similar BI tools)
• Excellent communication skills with the ability to influence stakeholders at all levels
• Ability to thrive in a fast-paced environment and manage multiple stakeholders
• Change agent challenging the status quo and setting new strategic & operational direction based on fact-based, data-driven analysis
• Ability to think strategically but follow through in execution and operations
• Heavily results driven and able to operate independently with minimum supervision.

Nice-To-Haves

• Experience with Ironclad

Your Manager

• Kevin Issadore- Sr. Director, Pricing & Packaging

Recruiter For This Role

• Katie Bamba

Typical Process

• Application submission
• Recruiter phone call
• Hiring manager video call
• Virtual “Onsite” consisting of 4, 45 min calls
• Case Study Assignment
• Offer!

Compensation and Benefits

Marqeta is a Flex First company which allows you to choose your best working environment, whether that be from home or at a company office. To support Flex First, we calibrate pay to a competitive value according to working location. Compensation is aligned according to three tiers within the United States:

• National: A baseline tier that applies to most of the geographic territory of the United States.
• Premium: Slightly elevated from the National tier, and oriented toward a narrower set of higher cost-of-living areas, such as Los Angeles CA and Seattle WA
• Premium Plus: A tier for the most expensive working areas, like the San Francisco Bay area and New York City.

Visit this page or consult with a Recruiter to determine which tier would be applicable to you.

When determining salaries, we consider several factors including, but not limited to, skills, prior experience, and work location. The new-hire base salary range for this position is:

• National: $112,800 - $141,000
• Premium: $124,100 - $155,100
• Premium Plus: $134,900 - $168,600

We also believe in recognizing the contributions of our people. That's why we award annual bonuses to eligible employees, rewarding both individual performance and the success of the entire company.

Along with monetary compensation, Marqeta offers

• Multiple health insurance options
• Flexible time off – take what you need
• Retirement savings program with company contribution and after tax contributions
• Equity in a publicly-traded company and an Employee Stock Purchase Program
• Family-forming benefits, fertility support, and up to 20 weeks of Parental Leave
• Free therapy sessions, financial and professional coaching, and legal advice
• Monthly stipend to support our remote work model
• Annual “development dollars” to support our people growth and development