Position Overview

A sponsor-backed B2B software company is moving about 3,000 existing customers, and every new prospect, from license-based pricing to a feature-gated good/better/best structure with usage-based pricing. The pricing work is done. What the program needs now is one accountable leader who owns scope, sequencing, decisions, and stakeholder alignment across New Zealand, Australia, and the US, so the functional owners can deliver instead of coordinate.

The January new-business launch has a hard go/no-go in December, and the dependency map tracks 69 items, 28 of them on the critical path. You would define the governance layer and run the program through launch and stabilization.

This is a contract engagement that starts as soon as possible. Allocation is full time through November, 75% in December, and 50% from January through March.

Responsibilities

• Own the program charter, integrated plan, RAID log, decision register, executive reporting, and steering committee cadence.
• Baseline the plan, identify the critical path, assign accountable owners, and sequence product, systems, legal, and enablement work.
• Frame decisions with options, tradeoffs, a recommendation, an owner, and a deadline, and escalate stalled decisions before they hit delivery.
• Roll out new pricing and packaging for new customers, existing customers, and partners, including usage-based (transaction and token) pricing.
• Coordinate the EULA update and re-signing, and stand up a re-contracting and renewal process where none exists today. Customers currently auto-renew with anniversary increases.
• Sequence the migration of customers with mixed tenure, documentation, and terms. About 40% sit with reseller partners.
• Make sure a successful quote becomes a correctly provisioned and invoiced customer across the CRM, CPQ, finance, and provisioning systems.
• Set measurable go/no-go criteria, run end-to-end business testing, and manage launch support, issue triage, and the handoff to ongoing operations.
• Transfer knowledge to internal technical leads and Revenue Operations.

Qualifications

• Led pricing and packaging changes, subscription monetization, or quote-to-cash transformation across business and technology teams.
• Strong integrated planning and dependency management on interdependent product, systems, legal, and enablement work.
• Executive influence: can challenge senior stakeholders respectfully and keep functional owners accountable.
• Understands how pricing flows through CRM, CPQ, contracts, billing, provisioning, and product entitlements, and can spot gaps between a quote and a correctly provisioned, invoiced customer.
• Has established go/no-go criteria, coordinated end-to-end business testing, and managed launch stabilization.
• Experience with customer segmentation, legacy contract exceptions, communications, and migration sequencing while protecting retention.
• Reliable working overlap with Australia and New Zealand, and strong written communication between meetings.

Preferred

• Tiered packaging, feature gating, consumption metering, usage allowances, and overage models.
• DealHub, HubSpot, Sage Intacct, Confluence, and downstream provisioning integrations, or comparable platforms.
• EULA updates and coordinating contract requirements with product releases.
• Reseller and channel dependencies, and customer migrations with mixed legacy terms.
• Fluency in ARR, pricing uplift, retention, downgrades, and expansion metrics.