Sr.Manager / Manager - Pricing Strategy

About the role

WeWork India is seeking a high-calibre pricing leader to join our Revenue Assurance & Pricing function.

This role is designed for a commercially sharp, technology-enabled strategist who can own and lead a team of three Regional CoE Pricing Associates, drive the implementation of pricing strategy across WWI’s portfolio, and serve as the primary pricing partner to our Sales organisation.

A defining feature of this role is ownership of WeWork India's Salesforce Revenue Cloud and Sales Cloud environment from a pricing perspective – ensuring that pricing strategy, product catalogues, CPQ workflows, and quote-to-contract accuracy are fully aligned with commercial objectives.

The successful candidate will shape pricing strategy in leadership meetings and configure approval workflows in Salesforce.

This role is central to translating pricing intent into commercial outcomes, improving revenue predictability, and enabling the Sales organisation to win with speed and confidence.

Success will be measured not just by revenue KPI’s but by team development, pricing governance maturity, Salesforce data integrity, and the quality of insight delivered to the business.

Role and Responsibilities:

1. Pricing Strategy Leadership

• Define and execute pan-India and regional pricing strategies aligned to occupancy, Price, and revenue targets.
• Own Price Vs. Volume trade-off decisions at the regional and asset level; lead pricing for all product lines.
• Develop and maintain pricing guardrails, discount corridors, and deal approval frameworks.
• Drive the monthly pricing reviews and ensure adherence to pricing governance norms across all regions.
• Provide structured pricing inputs into budgeting cycles, new asset launches, and expansion planning.
• Identify market trends, competitor pricing, and regional demand signals to proactively fine-tune strategy.

2. Team Leadership & People Development

• Lead, mentor, and manage a team of 3 Regional CoE Pricing Associates (North / West / South India).
• Set clear KPIs, run structured performance reviews, and embed a high-accountability team culture.
• Coach associates on pricing principles, deal structuring, market intelligence, and commercial acumen.
• Manage development, training, and succession planning within the pricing function.
• Build team operating rhythm: clear KPIs, weekly/monthly performance tracking, structured coaching and feedback.

3. Salesforce Revenue Cloud & Sales Cloud Ownership

• Own the end-to-end configuration and governance of pricing within Salesforce Revenue Cloud – including product catalogues, price books, pricing rules, discount schedules, and CPQ approval workflows.
• Manage the Configure, Price, Quote (CPQ) process within Salesforce; ensure quoting accuracy, deal structuring integrity, and SLA-compliant quote turnaround times.
• Maintain Sales Cloud data hygiene – pipeline accuracy, opportunity stages, deal attributes, and pricing adherence tracking.
• Leverage Salesforce Sales Cloud and Revenue Cloud data to generate and share actionable pricing insights, including Willingness to Pay (WTP) analysis and Pricing Sensitivity modelling, enabling Sales teams and leadership to make faster, more informed commercial decisions.
• Identify and articulate key value drivers by product, region, and customer segment — translating Revenue Cloud and Sales Cloud data into a clear understanding of what customers value most, to anchor pricing strategy and support Sales in justifying price.
• Partner with the Shared Services (Contracts & Billing) team to ensure seamless handoff from approved quote to contract creation and invoice generation.
• Identify and implement enhancements to Revenue Cloud workflows – driving automation, reducing manual intervention, and improving quote-to-cash cycle times.
• Serve as the internal business owner and SME for Revenue Cloud / Sales Cloud from a pricing perspective; collaborate with IT and Salesforce admins on configuration, UAT, and deployments.
• Maintain documentation on pricing configuration, SOPs, change management protocols, and system controls within Salesforce.

4. Sales Enablement & Stakeholder Engagement

• Act as the primary pricing partner for the Sales organisation, articulate pricing rationale, structure deals, and enable faster conversion.
• Run regular pricing reviews with regional Sales leads; translate market signals into actionable pricing guidance.
• Support deal reviews, pitch preparation, and renewal negotiations where pricing expertise is required.
• Train Sales teams on Salesforce CPQ workflows, pricing tools, and deal-desk processes.
• Partner with the Director of Pricing & Revenue Assurance to present pricing strategy and performance to senior leadership.

5. Revenue Management & Forecasting

• Support occupancy and ARPM forecasts at the portfolio and regional level; provide timely inputs to FP&A and budgeting.
• Monitor renewals pipeline, churn risk, and pricing exception trends; escalate risks proactively.
• Conduct weekly/monthly pricing and inventory reviews; identify upside opportunities and downside risks.
• Drive revenue governance – track pipeline conversion, pricing adherence, and revenue leakage across regions.

6. Reporting, Analytics & Governance

• Build and own pricing dashboards (within Salesforce and BI tools) covering Price performance, occupancy trends, deal mix, and exception rates.
• Deliver structured, insight-driven weekly/monthly reporting to senior stakeholders.
• Ensure 100% adherence to monthly pricing reporting obligations with zero post-publication corrections.
• Lead periodic pricing governance reviews, root-cause analyses, and corrective action tracking.

7. Process Design & Continuous Improvement

• Build playbooks, SOPs, and decision frameworks to reduce dependency on individuals and improve pricing maturity.
• Drive adoption of pricing tools and automation initiatives.
• Identify inefficiencies and manual interventions across pricing workflows; drive simplification and automation.
• Apply best practices to improve team productivity, quality, and decision speed without linear headcount growth.