Pricing and Operations Specialist

As part of the IFS Ultimo team, the Pricing & Operations Specialist will play a critical role in supporting commercial execution within a high-growth SaaS business.  This position sits at the intersection of Deal Desk, Pricing Governance, and Sales Operations, ensuring that commercial deals are structured correctly, priced strategically, and executed efficiently. You will work closely with Sales, Finance, Business Operations, and Leadership to balance revenue acceleration with margin discipline and operational rigor.  The role requires strong commercial judgment, attention to detail, and the ability to operate confidently in a fast-paced SaaS environment where structure and speed must coexist.  This is a hybrid role, based preferably in North Amercia, collaborating cross-functionally across Sales, Deal Desk, Finance, Sales Operations, and Leadership.  Key Responsibilities  Deal Desk & Pricing Governance  Review and structure commercial proposals to ensure alignment with pricing strategy, margin targets, and approval frameworks.  Act as a key point of contact for complex deal support, guiding Sales on pricing structures, discount thresholds, and commercial terms.  Enforce pricing policies and approval workflows, ensuring consistency and governance across regions.  Analyse discounting trends, deal performance, and pricing deviations, providing insights and recommendations to leadership.  Support renewals and expansion pricing where required, ensuring consistency with commercial strategy.  Sales Operations & Commercial Execution  Support forecasting processes through pipeline validation and deal hygiene oversight.  Ensure CRM data integrity, opportunity accuracy, and proper documentation of commercial approvals.  Collaborate with Business Operations to improve sales processes, reporting accuracy, and system workflows.  Assist in sales incentive administration and commission validation where applicable.  Maintain documentation of commercial policies, approval matrices, and operational procedures.  Commercial Insights & Process Improvement  Conduct analysis on pricing performance, win/loss data, and monetisation trends to inform continuous improvement.  Identify bottlenecks in deal cycles and recommend process enhancements to increase sales velocity.  Support pricing & packaging initiatives with structured data analysis.  Develop and maintain dashboards and reporting to track deal desk performance and pricing effectiveness.  Qualifications Key Competencies  Strong commercial acumen with a clear understanding of SaaS pricing models and sales motions.  Detail-oriented and highly structured, with strong governance discipline.  Confident working with sales teams while constructively challenging pricing decisions.  Analytical mindset with the ability to translate data into actionable recommendations.  Able to balance speed and control in a high-growth environment.  Collaborative and proactive, with strong stakeholder management skills.    Qualifications  Essential:  3 - 5 years of experience in Deal Desk, Pricing, Sales Operations, RevOps, or similar commercial operations roles within SaaS or enterprise software.  Strong proficiency in Excel and PowerPoint.  Experience working with CRM systems (e.g. HubSpot).  Experience working with CPQ systems (e.g. DealHub).  Experience supporting commercial approval processes and discount governance.  Desirable:  Experience working in a high-growth SaaS environment.  Exposure to pricing & packaging strategy initiatives.  Familiarity with BI tools (e.g. Power BI or similar).  Understanding of SaaS metrics such as ACV, ARR, churn, expansion, and LTV.