Commercial Strategy and Operation Lead

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    "datePosted": "2026-04-21T04:00:00.000Z",
    "description": "<h2>Overview</h2>\n<p>Are you a strategic thinker who loves turning complex challenges into clear financial insights? Do you thrive in customer facing roles where you get to influence executive decisions and shape business strategy? If so, NASCO wants to meet you.</p>\n<p> </p>\n<p>We’re looking for a Commercial Strategy and Operations Lead to join our high impact team and help translate a robust portfolio of capabilities and solutions into standard, commercial offerings that enable go-to-market execution. This role will partner closely with Marketing, Sales, Finance, Product, Account Management, and GTM Operations to ensure pricing aligns with market value, customer outcomes, and margin targets, while enabling scalable, repeatable selling</p>\n<p> </p>\n<p> This is a highly cross-functional, builder role!</p>\n<h2>Responsibilities</h2>\n<ul>\n <li>Stands up and scales foundational Pricing and Packaging (P&P) framework; manage and maintain master product catalog</li>\n <li>Develops customized financial models and executive ready business cases that demonstrate measurable customer outcomes. To include translating customer value and ROI into executive level deal narrative</li>\n <li>Performs competitive analysis and synthesizes market insights to inform long range planning, product strategy, and differentiation. To include monitoring competitive pricing and customer buying behavior</li>\n <li>Defines and maintains the company’s pricing strategy across products, services, and bundles, including list price architecture and packaging</li>\n <li>Establishes pricing guardrails, discounting policies, and approval frameworks to protect margin while supporting sales velocity</li>\n <li>Owns pricing governance and decision rights</li>\n <li>Collaborates with Sales leadership to shape deal strategy, pricing approaches, and value led go-to-market motions to optimize ACV, TCV and margin</li>\n <li>Leads cross functional initiatives to scale value based selling programs, tools, and methodologies across the GTM ecosystem. To include developing and maintain deal modeling tools that support scenario analysis, bundling and multi-year agreements</li>\n <li>Analyzes pricing performance, win/loss data, discount trends, and margin outcome to improving product packaging and pricing for continuous improvement</li>\n <li>Creates and owns the deal desk process for all non‑standard and complex deals, including pricing exceptions, bundling, multi‑year agreements, and contract deviations</li>\n <li>Reviews deal economics to ensure alignment with pricing guardrails, margin targets, and approval thresholds</li>\n <li>Drives deal approvals by coordinating cross‑functional stakeholders and enforcing approval matrices</li>\n</ul>\n<h2>Qualifications</h2>\n<p><strong>Required Knowledge, Skills, and Abilities:</strong></p>\n<ul>\n <li>Advanced proficiency in financial modeling, Excel (including advanced functions and pivot modeling), and executive level PowerPoint development</li>\n <li>Strong business acumen with deep understanding of SaaS business models, pricing strategies, and cloud/AI technologies</li>\n <li>Demonstrated ability to simplify complex concepts and communicate them effectively to senior executives</li>\n <li>Strong knowledge of financial concepts, including GAAP, COGS, and ASC 606 standards</li>\n <li>Proven experience owning pricing strategy and supporting complex, enterprise‑level deals</li>\n <li>Strong financial modeling and analytical skills, with the ability to clearly communicate insights to executive audiences</li>\n <li>Strong analytical, problem solving, and strategic thinking capabilities</li>\n <li>Proven ability to lead cross functional initiatives and influence without authority</li>\n <li>Excellent verbal, written, and facilitation skills with a proven track record of executive and customer engagement, including executive-level presentations</li>\n</ul>\n<p><strong>Knowledge, Skills, and Abilities:</strong></p>\n<ul>\n <li>Expertise in SaaS metrics (ARR, NRR, churn, CAC, LTV)</li>\n <li>Experience developing enterprise‑level value frameworks or leading value engineering programs</li>\n <li>Knowledge of healthcare, regulated environments, or payer/provider ecosystems</li>\n <li>Proficiency in CRM platforms such as Salesforce, HubSpot, and value selling or revenue intelligence tools</li>\n</ul>\n<p><strong>Experience:</strong></p>\n<ul>\n <li>10 years of experience in pricing, revenue strategy, commercial operations, or finance, preferably in SaaS, technology, or services‑led businesses</li>\n <li>Demonstrated experience influencing senior/executive stakeholders and driving strategic business outcomes</li>\n</ul>\n<p><strong>Preferred Experience:</strong></p>\n<ul>\n <li>SaaS or healthcare technology experience</li>\n <li>Experience with value‑based pricing and outcome‑driven commercial models</li>\n <li>Familiarity with healthcare, regulated markets, or complex services pricing </li>\n <li>Hands‑on experience operationalizing pricing in CRM and CPQ tools (e.g., HubSpot or similar)</li>\n <li>Prior experience building or leading a pricing or business value function</li>\n <li>Leadership of cross functional programs or initiatives with enterprise-wide reach</li>\n</ul>\n<p><strong>Required Training, Certification and Education:</strong></p>\n<ul>\n <li>Bachelor’s degree in Business, Finance, Economics, or related field or equivalent experience</li>\n</ul>\n<p><strong>Preferred Training, Certification and Education:</strong></p>\n<ul>\n <li>MBA or advanced degree in a quantitative discipline.</li>\n <li>Certifications such as PMP or CFA are a plus</li>\n</ul>\n<p><strong>Working Conditions:</strong></p>\n<ul>\n <li>Must be able to use equipment at workstation, in an indoor environment, for up to 8 hours daily</li>\n <li>Remote/Home office</li>\n <li>Must be able to travel up to 20% of the time</li>\n</ul>\n<p><strong>Benefits Overview</strong></p>\n<p> </p>\n<p>At NASCO, we trust our workforce to be fully remote, <strong><em>working from their home</em></strong>. This benefit offers significant, personalized outcomes for each associate including work/life balance, savings on commuting, work clothing, and increased time to spend on personal activities.</p>\n<p> </p>\n<p>Our full benefit package is designed to support the physical, mental, and financial health of our associates. We offer:</p>\n<p> </p>\n<p><strong>Physical and Mental Health Benefits</strong></p>\n<ul>\n <li>Choice of Blue Cross Blue Shield Medical, Dental, and Vision Plans</li>\n <li>Telehealthcare – for Medical and Behavioral visits</li>\n <li>Generous PTO with buy/sell options</li>\n <li>9 Company holidays, a floating day off, and a day off for volunteering</li>\n <li>Employee Assistance Program</li>\n <li>Wellness program - earn insurance discounts or credit towards health-related items</li>\n</ul>\n<p> </p>\n<p><strong>Financial Health Benefits</strong></p>\n<ul>\n <li>401K Plan with employer matching contributions</li>\n <li>Company-funded spending/reimbursement accounts to help with out-of-pocket medical expenses</li>\n <li>Bonus and Recognition programs</li>\n <li>Tuition Assistance</li>\n <li>Consultation with financial planner</li>\n <li>Basic Life & AD&D Insurance, Short and Long-Term Disability Insurance provided, and Supplemental Term Life Insurance is available</li>\n <li>Group Discount programs - mobile, technology services, etc., to help you save money</li>\n</ul>\n<p> </p>\n<p><strong>Other Benefits</strong></p>\n<ul>\n <li>E-Learning – Comprehensive and current library of e-learning and performance support assets, available on demand and at no cost</li>\n</ul>\n<p> </p>\n<p>All qualified applicants will receive consideration for employment without regard to, among other grounds, race, color, religion, national origin, sexual orientation, age, gender identity, protected veteran status or status as an individual with a disability. Must have legal authority to work in the US.</p>\n<p> </p>\n<p><strong><em>We will not accept applicants that use AI when answering the screening questions. </em><em>Applicants who use AI to answer any questions or to complete their application will not be considered for employment.</em></strong></p>",
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