About this role
Why this role matters
As Flywire scales a multi-product software platform across verticals, regions, and buyer types, software pricing and contracting become some of the most powerful levers for growth, consistency, and long-term value creation.
The Director of Pricing & Commercial Growth drives Flywire’s software pricing strategy and commercial frameworks across verticals. This role ensures we win deals while capturing the full value of what we deliver, balancing growth acceleration with margin discipline and scalability.
This is a senior commercial leadership role. It helps to set direction, defines guardrails, and shapes how value is captured across the business.
What this role exists to do
Own Flywire’s global software pricing, packaging, and contracting strategy, translating product value and market insight into scalable commercial models. Partner closely with Corporate Strategy/BizOps and transactional/payex pricing teams to ensure a cohesive, value-driven monetization approach across software and payments.
Key Responsibilities
Pricing & Packaging Strategy
Own Flywire’s software pricing and packaging strategy across products, verticals, and customer segmentsDesign value-based pricing models, bundles, and offers aligned to customer outcomes and willingness to payDefine pricing frameworks including list prices, floors, guardrails, and discount thresholds by product and segmentPartner with Strategy/BizOps, Product and Product Marketing, Sales to align pricing with roadmap decisions, positioning, and launchesLead pricing strategy for new software products, expansions, and major commercial initiativesContracting & Deal Structure
Own commercial deal structures and contracting strategy in close partnership with LegalDevelop standard contract templates and commercial terms that cover the majority of deals and accelerate deal velocityEstablish deal governance that balances Sales flexibility with margin protection and long-term portfolio valueProvide oversight on complex, high-value, or non-standard enterprise dealsValue Growth & Governance
Drive ACV/average deal size growth, price realization, and margin uplift through disciplined pricing executionEstablish discount discipline and approval frameworks that scaleDefine and monitor pricing KPIs including ACV, margin, price realization, deal velocity, and exception ratesUse win/loss and deal data to continuously refine pricing and packaging strategiesCustomer, Market & Data Insight
Lead pricing-specific customer and market research, including quantitative pricing studies when appropriateAnalyze usage, deal, and market data to identify pricing opportunities, risks, and tradeoffsTranslate insight into clear recommendations and decision points for executive leadershipCross-Functional Leadership
Partner with Sales, Revenue Operations, Finance, Product, and Product Marketing to operationalize pricing strategyPresent pricing recommendations, scenarios, and tradeoffs to senior leadership and the executive teamPartner closely with FP&A & Corporate Strategy/BizOps to align pricing with long-term growth and portfolio strategyWork in tight collaboration with transactional/payment pricing teams to align software pricing with payment economicsThis role defines the strategy, frameworks, and guardrails that others execute within.What this role does not own or do
Marketing messaging or campaign executionProduct roadmap ownershipProduct strategy or bizops/corporate strategy Make pricing decisions in a silo - this is a collaborative process involving CCO, field (GMs, verticals) COO, transactional pricing, Finance How success is measured
Sustained deal size/ACV growth and margin improvement across software productsConsistent pricing execution with reduced deal exceptionsImproved deal velocity through standardized contractingAdoption of pricing frameworks by Sales and GTM teamsExecutive confidence in pricing decisions and governanceWho you’ll work closely withExec team, Vertical GMs, Corporate Strategy/BizOps, Product Management, Product Marketing, Sales and RM leadership, Revenue Operations, Finance, Legal, Transactional Pricing teams Here's what we're looking for
12+ years of experience in pricing, monetization, GTM strategy, corporate strategy, within a B2B SaaS or platform companyProven ownership of pricing and packaging for multi-product, software organizations Strong understanding of value-based pricing, tiered and usage-based models, and complex deal structuresExperience building scalable pricing frameworks, governance, and contracting modelsStrong analytical capability paired with sound commercial judgmentAbility to influence senior leaders and drive alignment across functionsClear, confident communicator who can navigate complexity without over-engineering Submit today and get started!
We are excited to get to know you! Throughout our process you can expect to meet different FlyMates including the Hiring Manager and other Flymates. Your Talent Acquisition Partner will walk you through the steps and be your “go-to” person for questions.
Flywire is an equal opportunity employer and follows a policy of administering all employment decisions and personnel actions without regard to race, color, religion, sex, pregnancy, gender identity, national origin, age, ancestry, physical or mental disability, sexual orientation, genetic disposition or carrier status, veteran status, or any other category protected under applicable national, federal, state or local law.
The US base salary range for this full-time position is $198,000 - $225,000. Our salary ranges are determined by role, position level, and location. The range displayed on this job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and several other factors, including job-related skills, experience, relevant education and training.
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