VP Pricing

Career Guide

A VP Pricing sets the pricing strategy for a company’s products or services to improve growth and profit. This leader partners with Finance, Sales, Marketing, Product, and Operations to decide how to price, discount, and package offerings while ensuring pricing is fair, competitive, and easy for customers to understand.

Key Responsibilities

Own the company pricing strategy and annual pricing roadmap
Set pricing principles and guardrails for discounting
Design and maintain price lists and pricing tiers
Lead pricing for new product launches
Improve pricing processes and approval workflows
Build and track pricing performance metrics
Run pricing tests to learn what customers will pay
Analyze competitive pricing and market changes
Partner with Sales to improve deal quality and reduce unnecessary discounting
Partner with Finance to align pricing with revenue and margin targets
Partner with Product to align packaging with customer value
Ensure pricing governance and compliance with internal policies
Develop pricing tools and guidance for frontline teams
Hire, coach, and manage the pricing team

Top Skills for Success

Pricing Strategy

Revenue Management

Profitability Analysis

Competitive Research

Customer Segmentation

Value Communication

Experiment Design

Data Analysis

Financial Modeling

Stakeholder Management

Sales Enablement

Negotiation Support

Process Design

Executive Communication

People Leadership

Career Progression

Can Lead To

Chief Revenue Officer

Chief Commercial Officer

VP Revenue Operations

VP Strategy

General Manager

Transition Opportunities

VP Product

VP Finance

VP Customer Success

Business Unit Leader

Common Skill Gaps

Often Missing Skills

Pricing GovernanceDiscount Policy DesignPackaging StrategyPrice Increase PlanningSales Compensation AlignmentChange ManagementPricing Tool ImplementationForecasting Accuracy

Development SuggestionsBuild a track record of measurable pricing wins such as margin improvement and discount reduction. Strengthen cross functional leadership by leading a pricing rollout that changes frontline behavior. Improve technical credibility by owning a pricing model, a reporting dashboard, and a clear set of pricing metrics.

Salary & Demand

Median Salary Range

Entry LevelUSD 170,000 to 220,000

Mid LevelUSD 220,000 to 300,000

Senior LevelUSD 300,000 to 450,000

Growth Trend

Strong demand in software, healthcare, and subscription businesses. Hiring remains steady as companies focus on profitability, price increases, and better discount control.

Companies Hiring

Major Employers

SalesforceMicrosoftAdobeServiceNowAmazonWalmartUnitedHealth GroupCVS HealthPfizerBoeing

Industry Sectors

SoftwareEcommerceRetailHealthcarePharmaceuticalsManufacturingFinancial ServicesTelecommunicationsTravel and HospitalityConsumer Packaged Goods

Recommended Next Steps

Quantify impact from past pricing work using margin, win rate, and discount rate

Create a pricing portfolio with 2 to 3 case studies showing decisions and results

Benchmark pay willingness and competitor prices for a key product line

Draft a pricing principles document and a discount approval policy

Partner with Sales leadership to launch a deal review cadence

Build a simple pricing performance dashboard with a weekly review routine

Identify a mentor in revenue leadership and schedule monthly feedback sessions

Target roles in sectors with active pricing transformation such as software and healthcare