Director, Pricing and Profitability

• Drive the development of Arcadia's pricing strategy in partnership with the CFO, CPO, and CCO, bringing the analysis and recommendations that inform decisions on list pricing, packaging, discount guidelines, and renewal and expansion pricing across our SaaS, services, and payment-related offerings. • Lead cost-to-serve analysis across products, customer segments, and delivery models, identifying margin drivers and partnering with Operations and Customer Success on efficiency initiatives. • Lead the implementation of pricing decisions, translating strategy into pricing structures, approval policies, and Salesforce CPQ configuration that Sales can execute consistently. • Lead the deal desk: redesign and maintain deal evaluation models used for approvals, set clear margin and approval guardrails, and serve as a trusted advisor to Sales on structuring complex enterprise deals. • Build and own customer lifetime value (LTV) and unit economics models, connecting acquisition cost, gross margin, retention, and expansion to guide investment decisions. • Own the customer segmentation model that informs strategic resource allocation and service delivery, ensuring our highest-value customers receive the right level of support and our cost structure matches customer value. • Implement and optimize systems, tools, and workflows (Salesforce CPQ, BI, reporting) that operationalize pricing and deal governance at scale. • Use AI and automation to streamline deal reviews, reporting, and analysis, reducing manual effort and increasing speed to insight. • Track and report on pricing realization, discounting trends, deal profitability, and margin performance to executive leadership. • Manage and develop a team of 1–2 analysts, fostering a culture of rigor, curiosity, and ownership.

We are seeking a strategic, hands-on Director of Pricing and Profitability to join the Strategic Finance team. This individual will shape and implement Arcadia's pricing strategy in partnership with our executive leadership, own the deal desk, and lead cost-to-serve analysis, building the models, systems, and insights that help us win the right customers on the right terms and expand margins as we scale. Leading a team of 1–2 analysts, you'll partner closely with Sales, Product, Customer Success, and Operations to translate unit economics into clear commercial decisions. The ideal candidate is a rigorous quantitative thinker with deep SaaS-plus-services pricing experience, a builder's mindset, and a track record of using AI and automation to turn manual analysis into scalable, repeatable processes. Arcadia is open to fully remote candidates and employees have access to co-working spaces. • 10+ years of experience in pricing, strategic finance, FP&A, or related roles, including 5+ years of progressive pricing experience at high-growth technology companies. • Excellent strategic thinking and quantitative skills, including the ability to manipulate and analyze large, complex data sets (advanced Excel/Sheets required; SQL or similar strongly preferred). • Demonstrated experience defining pricing strategies, performing costing and cost-to-serve analyses, and implementing systems to operationalize them. • Demonstrated experience using AI tools to automate processes and improve analytical workflows. • Deep knowledge of SaaS plus services business models, including subscription metrics, services margins, and the unit economics that connect them. • Experience building deal evaluation, LTV, and customer segmentation models that directly influence executive decisions. • Proven ability to influence and partner with senior cross-functional stakeholders, especially Sales leadership, and to communicate complex analysis clearly and persuasively. • Experience managing and developing high-performing analysts.

• "Remote first" culture - work anywhere in the continental US as long as you have a reliable internet connection • Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year • 11 annual holidays • 10 days sick leave • Up to 2 weeks bereavement leave • 2 volunteer days off • 2 professional development days off • Parental Leave Benefits for ALL parents • 75-95% employer cost coverage for medical, dental, and vision benefits for employees and dependents

Who We Are Arcadia is the AI-powered energy intelligence platform for businesses. We replace fragmented tools and manual workflows with one platform to pay utility bills, buy energy, and advance sustainability — across every location, at enterprise scale. Trusted by Fortune 2000 companies, Arcadia combines unified data, AI-powered analytics, and expert advisory to help enterprise teams save money, mitigate risk, and cut carbon. We deliver this through three comprehensive solutions: • Utility Bill Management: Automating the entire utility bill lifecycle — from data capture and validation to payment processing and auditing. • Energy Procurement Advisory: Bringing together comprehensive data, AI-powered analytics, market expertise, and a strong partner network to make sophisticated procurement options accessible to all. . • Sustainability Reporting — Verified emissions data with seamless integration into leading sustainability platforms. Tackling the world's most complex energy challenges requires diverse thinking. We're building teams of people from different backgrounds, industries, and disciplines — united by a belief that energy management should be simple, intelligent, and a genuine driver of business value. What we’re looking for: We are seeking a strategic, hands-on Director of Pricing and Profitability to join the Strategic Finance team. This individual will shape and implement Arcadia's pricing strategy in partnership with our executive leadership, own the deal desk, and lead cost-to-serve analysis, building the models, systems, and insights that help us win the right customers on the right terms and expand margins as we scale. Leading a team of 1–2 analysts, you'll partner closely with Sales, Product, Customer Success, and Operations to translate unit economics into clear commercial decisions. The ideal candidate is a rigorous quantitative thinker with deep SaaS-plus-services pricing experience, a builder's mindset, and a track record of using AI and automation to turn manual analysis into scalable, repeatable processes. Arcadia is open to fully remote candidates and employees have access to co-working spaces. What you'll do: • Drive the development of Arcadia's pricing strategy in partnership with the CFO, CPO, and CCO, bringing the analysis and recommendations that inform decisions on list pricing, packaging, discount guidelines, and renewal and expansion pricing across our SaaS, services, and payment-related offerings. • Lead cost-to-serve analysis across products, customer segments, and delivery models, identifying margin drivers and partnering with Operations and Customer Success on efficiency initiatives. • Lead the implementation of pricing decisions, translating strategy into pricing structures, approval policies, and Salesforce CPQ configuration that Sales can execute consistently. • Lead the deal desk: redesign and maintain deal evaluation models used for approvals, set clear margin and approval guardrails, and serve as a trusted advisor to Sales on structuring complex enterprise deals. • Build and own customer lifetime value (LTV) and unit economics models, connecting acquisition cost, gross margin, retention, and expansion to guide investment decisions. • Own the customer segmentation model that informs strategic resource allocation and service delivery, ensuring our highest-value customers receive the right level of support and our cost structure matches customer value. • Implement and optimize systems, tools, and workflows (Salesforce CPQ, BI, reporting) that operationalize pricing and deal governance at scale. • Use AI and automation to streamline deal reviews, reporting, and analysis, reducing manual effort and increasing speed to insight. • Track and report on pricing realization, discounting trends, deal profitability, and margin performance to executive leadership. • Manage and develop a team of 1–2 analysts, fostering a culture of rigor, curiosity, and ownership. What will help you succeed: Must-haves: • 10+ years of experience in pricing, strategic finance, FP&A, or related roles, including 5+ years of progressive pricing experience at high-growth technology companies. • Excellent strategic thinking and quantitative skills, including the ability to manipulate and analyze large, complex data sets (advanced Excel/Sheets required; SQL or similar strongly preferred). • Demonstrated experience defining pricing strategies, performing costing and cost-to-serve analyses, and implementing systems to operationalize them. • Demonstrated experience using AI tools to automate processes and improve analytical workflows. • Deep knowledge of SaaS plus services business models, including subscription metrics, services margins, and the unit economics that connect them. • Experience building deal evaluation, LTV, and customer segmentation models that directly influence executive decisions. • Proven ability to influence and partner with senior cross-functional stakeholders, especially Sales leadership, and to communicate complex analysis clearly and persuasively. • Experience managing and developing high-performing analysts. Nice-to-haves: • Exposure to bill payment technologies and cash management or payment-related revenue streams (e.g., float income, transaction fees). • Experience with CPQ and deal desk tooling and BI platforms. • Experience in energy, utilities, fintech, or enterprise B2B data platforms. • MBA or advanced degree in finance, economics, or a related quantitative field. Benefits: • "Remote first" culture - work anywhere in the continental US as long as you have a reliable internet connection • Flexible PTO - no accrued hours and no limit on the number of vacation days exempt employees can take each year • 11 annual holidays • 10 days sick leave • Up to 2 weeks bereavement leave • 2 volunteer days off • 2 professional development days off • Parental Leave Benefits for ALL parents • 75-95% employer cost coverage for m