Senior Director, Pricing & Commercial Excellence

CrossCountry Consulting is the transformation partner for the Office of the CFO. As a trusted advisor to Fortune 500 companies, emerging growth market leaders, and private equity sponsors, we combine deep domain expertise with the power of data, AI, and technology to modernize workflows, drive human-centered change, and maximize transaction value. Grounded in our Core Values, we are committed to solving today's most complex challenges while delivering a better experience for our clients, our people, and our communities. When you join CrossCountry, you become part of a team that believes in collaboration, generosity, and the drive to help our clients work smarter, build resiliency, and prepare for the future.

The Senior Director, Pricing & Commercial Excellence is the firm's senior commercial strategist — owning the pricing frameworks, commercial policy, and deal governance that shape how CCC sells, and directing the revenue technology, data, and process infrastructure that make commercial performance measurable and repeatable at scale.

This leader chairs the Pricing Committee, sets the strategic direction for the Salesforce-anchored revenue technology stack and serves as the primary commercial thought partner to the CFO, co-CEOs, Head of Marketing, and Practice Leaders. The role is firmwide in scope and reports directly to the CFO. A consistent design principle for the function: pricing constructs, KPIs, and operating cadences must be configurable by service line, market, and team, given that CCC's practices operate quite differently from one another.

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.

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.

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.

For applicants located in Virginia, CrossCountry Consulting is required to include an estimate of the compensation range for this role. The following range takes into account a wide range of factors including but not limited to, skills, experience, education, licenses, certifications, business needs, and internal equity. An estimate of the current range is $250,000 - $325,000 per year + annual bonus + additional benefits.

 

#LI-BW1 #LI-Hybrid

The CrossCountry total rewards package includes comprehensive healthcare options, including medical, dental, and vision coverage; flexible spending accounts; and a 401(k) with company matching. Additionally, employees can take advantage of generous parental and maternity leave policies, technology stipends, and wellness reimbursement programs, all designed to support both professional growth and personal well-being. For detailed information about benefits at CrossCountry, please visit our dedicated benefits site: https://www.crosscountry-consulting.com/careers/benefits/.