Sapiens is seeking a commercially driven Senior Pricing Analyst to support the development of consistent, scalable pricing and packaging across the business, as part of broader go-to-market growth initiatives.
Reporting to the Head of Commercial Strategy & Pricing, this role is responsible for building and embedding Sapiens’ core pricing capability from the ground up. This includes developing and maintaining the enterprise price book, constructing robust scenario-based pricing models, and establishing clear pricing governance frameworks and reporting processes.
This is a build-focused role, not a maintenance position. The successful candidate will take end-to-end ownership of critical workstreams, presenting and defending analysis to the CFO and divisional leadership, while implementing processes that the sales organisation will be required to follow.
The role works cross-functionally with Deal Desk, Sales Operations, Finance, FP&A, and divisional commercial leaders across Property & Casualty, Life & Pension, Reinsurance, and the AI platform business.
Sapiens is undergoing a significant commercial transformation—from a licence-and-services model to a subscription-led, SaaS-first business, with AI-enabled platform offerings. This role is central to that transition, establishing the analytical frameworks and governance required to price, manage, and scale the new model.
Key Workstreams:
The successful candidate will lead or co-lead:
- Development of a defensible enterprise price book covering licence, SaaS, services, and consumption-based models.
- Design of a renewal uplift methodology grounded in data-driven logic.
- Modelling of services revenue impact resulting from AI platform transition.
- Implementation of a structured pricing governance workflow (intake, SLA, approvals, exception tracking).
- Delivery of pricing performance reporting (discounting, win/loss, indexation, renewal yield) to commercial leadership.
- Establishment of competitive pricing benchmarks across key industry players
Key Responsibilities:
- Build and maintain pricing models, deal calculators, and scenario tools used by Sales, Finance, and leadership.
- Act as the analytical authority on non-standard deals, supporting decision-making at Deal Desk and CFO level.
- Define pricing guardrails, approval thresholds, and governance inputs within deal workflows, partnering with RevOps.
- Produce pricing insights (cohort, segment, benchmark analysis) to support pricing strategy and commercial decisions.
- Maintain a single source of truth for pricing and translate outputs into clear sales enablement materials.
- Model commercial dynamics of SaaS and AI transition, including bookings, revenue recognition, and migration incentive.
Experience & Skills Required
This role requires a hybrid profile combining deep analytical capability with process design expertise.
- Experience: 5–8 years in pricing, commercial analytics, or RevOps within enterprise B2B software, with at least 3 years in SaaS/subscription environments.
- Experience working within a born-in-the-cloud software company, with strong familiarity in cloud-native commercial models and SaaS deal structures.
- Build capability: Proven ownership of building at least one core pricing or commercial component from scratch (e.g. price book, deal desk process, pricing model, packaging framework).
- Modelling expertise: Hands-on experience building models used in executive or CFO-level decision-making.
- Deal complexity: Experience pricing enterprise deals (£/$500K+ ARR) with multi-product, multi-year structures.
- Process design: Demonstrated ability to implement and enforce governance processes within sales environments.
- Technical skills: SQL required, plus one of Python, dbt, or Power BI. Strong Excel and Salesforce capability assumed.
Relevant Background
We welcome candidates from:
- Pricing or RevOps roles in software businesses transitioning from licence to SaaS.
- SaaS pricing professionals with experience in complex enterprise and consumption-based models.
- Commercial finance or FP&A professionals with hands-on pricing ownership and process design experience.
