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Senior Director, Contracting and Pricing Strategy

EAB - Education business

EAB - Education business

Sales & Business Development
Richmond, VA, USA
Posted on Thursday, July 11, 2024

About EAB

At EAB, our mission is to make education smarter and our communities stronger. We work with more than 2,800 institutions to drive transformative change through data-driven insights and best-in-class capabilities. From kindergarten to college to career, EAB partners with leaders and practitioners to accelerate progress and drive results across enrollment, student success, institutional strategy, data analytics, and advancement. We work with each partner differently, tailoring our portfolio of research, technology, and marketing and enrollment solutions to meet the unique needs of every leadership team, as well as the students and employees they serve.

At EAB, we serve not only our partner institutions but each other—that's why we are always working to make sure our employees love their jobs and are invested in their communities. See how we've been recognized for this dedication to our employees by checking out our recent awards.

For more information, visit our Careers page.

The Role in Brief:

Senior Director, Contracting and Pricing Strategy

Commercial Strategy & Operations is seeking a Senior Director with strong leadership, communication, commercial and project management skills. The ideal candidate will have professional experience in commercial sales or account management activity including contracting and pricing strategy to maximize revenue. The Senior Director will be a leader on the team dedicated to advancing the commercial team’s execution against strategic initiatives and growth objectives. This candidate will have an outstanding service ethic and be comfortable identifying and tackling specific problems by applying a general strategic framework. Additionally, the Senior Director will need to manage multiple competing objectives while prioritizing those that have the most impact on revenue performance. The role will report into the Vice President, Strategy & Operations.

This role is based in Washington, D.C. or Richmond, VA.

Note: this opening is also posted at the Managing Director level; applicants are being considered across various levels for the one opening.

Primary Responsibilities:

The Senior Director will play a key leadership role in the day-to-day business of the group, including:

  • Work in a fast-paced commercial environment with key stakeholders in developing strategies that optimize revenue, win probability and contract term performance
  • Partner with sales and account management leadership (across all products) on contracting, pricing, and negotiating strategy - including performing research and analysis to determine best approach to maximize revenue (includes contracts, MSAs, system contracts, strategic pricing etc.)
  • Support commercial team in partner discussions for new sales, renewals, and concessions – from wholistic negotiation ownership to explaining pricing structure, contract terms, or current portfolio of spend
  • Own the contract concession process – including direct negotiation of the most challenging situations and reporting overall trends and themes to CFO in a monthly meeting series
  • Project manage large and complex deals through all aspects of contracting - including external and internal needs such as navigation through product, customer success, legal, and finance stakeholders
  • Provide competitive intelligence research in positioning the company and insights into pricing
  • Serve as an internal expert in CPQ contract system and process to make improvements and facilitate training and utilization by commercial team
  • Take part in special projects/ initiatives to maximize profitability (RFP competitive intelligence, pricing opportunities, rightsizing pricing, seller and account manager incentives, developing commercial scripting, etc.)
  • Build internal relationships across all business functions to ensure a smooth experience for commercial colleagues
  • Identify and execute on key strategic and operational projects to support revenue growth
  • Demonstrate a passion for developing teams and invest in next generation of leaders by ensuring each member of team is learning and growing
  • People and Team Leadership: Build and manage a highly motivated, engaged and effective team. The leader will be skilled at talent attraction, identification and selection, coaching, performance management conversations, and retention.

Basic Qualifications:

  • Bachelor’s degree
  • 8-10+ years work experience in sales, account management, finance, or business strategy
  • Exceptional strategic ownership, prioritization, proactiveness and project management skills
  • Demonstrated ability to meet deadlines and milestones for projects to ensure that work is completed in the expected timeframe
  • Proven ability to manage multiple simultaneous projects and cross-functional teams
  • History of delivering work under tight timelines and successfully reprioritizing work as needed
  • Experience with and knowledge of Salesforce and Salesforce CPQ
  • Track record of success working within and navigating complex sales and commercial functions
  • Ability to formulate and deliver clearly complex information, issues and recommendations in both written and oral presentation to senior management
  • Ability to work as a leader and team player with commercial and firm executives
  • Strong internal firm and external customer service ethic
  • Discretion in handling sensitive firm, department and individual performance information

Ideal Qualifications:

  • Track record of success advising on or setting contracting, pricing, and negotiation strategies to achieve growth goals in complex environments
  • Demonstrated ability to lead by example and manage a team to goals within a fast-paced environment
  • Proven ability to work within and internally navigate a midsized or large organization with multiple complex business units and product or service lines
  • Experience within or genuine affinity for EAB’s solutions, business model, and sector impact
  • Commitment to valuing diversity, practicing inclusive behaviors, and contributing to an equitable working and continual learning environment in support of EAB’s DE&I Promise

If you’ve reached this section of the job description and are unsure of whether to apply, please do! At EAB, we welcome diversity of background and experience. We would encourage you to submit an application if this is a role you would be passionate about doing every day.


The anticipated starting salary (base) range for this role is $117,500 - $150,000 per year. Actual salary varies due to factors that may include but not be limited to relevant experience, skills, and location. At EAB, it is not typical for an individual to be hired at or near the top of the starting salary range for their role.

This hire will additionally be eligible for discretionary bonus or incentive compensation. Variable compensation may depend on various factors, such as individual and organizational performance.


Consistent with our belief that our employees are our most valuable resource, EAB offers a competitive and inclusive benefits package. Our benefits currently include:

  • Medical, dental, and vision insurance plans; dependents and domestic partners eligible
  • 20+ days of PTO annually, in addition to paid firm and floating holidays
  • Daytime leave policy for community service and flextime for fitness activities (up to 10 hours per month each)
  • 401(k) retirement savings plan with annual discretionary company matching contribution
  • Health savings account, healthcare and dependent care flexible spending account, and pre-tax commuter plans
  • Employee assistance program with counseling services and resources available to all employees and immediate family
  • Wellness programs including gym discounts, incentives to promote healthy living, and family access to the leading app for sleep, meditation, and relaxation
  • Gender affirming care coverage
  • Fertility treatment coverage and adoption or surrogacy assistance
  • Paid parental leave with phase back to work program for birthing and non-birthing parents
  • Access to milk shipping service to support nursing employees during business travel
  • Discounted pet health insurance coverage for dog and cat family members
  • Company-provided life, AD&D, and disability insurance
  • Financial wellness resources and membership in a robust employee discount program
  • Access to employee resource groups, merit-based advancement, and dynamic professional growth opportunities

Benefits kick in day one; learn more at eab.com/careers/benefits.

This opening is not eligible for visa sponsorship at this time; EAB will thus consider candidates who possess U.S. work authorization that does not require employment-based visa sponsorship now or in the future.

At EAB, we believe that to fulfill our mission to “make education smarter and our communities stronger” we need team members who bring a diversity of perspectives to the table and are committed to fostering a workplace where each team member is valued, respected and heard.

To that end, EAB is an Equal Opportunity Employer, and we make employment decisions on the basis of qualifications, merit and business need. We don’t discriminate on the basis of race, religion, color, sex, gender identity or expression, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other basis covered by appropriate law.