Senior Associate, Pricing Strategy & Operations

Senior Associate, Pricing Strategy & Operations

Join us as a Senior Associate in Zendesk's Pricing and Packaging Team. In this role you’ll shape and execute monetization strategies, reporting to the Senior Director of Pricing and Packaging and collaborating with GTM, Finance, and Revenue Operations.

Role Overview

This position sits at the forefront of Zendesk’s business model innovation, owning end‑to‑end execution of pricing projects and ensuring strategies are implemented in the field. You will be a key partner to leadership and sales teams, driving data‑driven insights and pricing experimentation in a fast‑evolving environment.

What You’ll Do

• Own operationalization of pricing initiatives aligned with business strategy
• Partner with Sales, Rev
  Ops, Product Marketing, Enablement, Finance and other teams to equip sellers with tools, materials, and guidance for new pricing models
• Implement systems and processes to test innovative pricing models in the market
• Develop and maintain pricing calculators, deal support tools and sales enablement materials that help teams articulate value and close deals efficiently
• Collaborate with Revenue Operations and Deal Strategy to build complex, customized pricing quotes that enforce discounting policies
• Collect, analyze and report on quantitative and qualitative data related to pricing effectiveness and market feedback
• Lead process improvements that streamline pricing & packaging, boost throughput and scalability
• Act as a trusted advisor on pricing strategy and deal structuring to maximize revenue and customer satisfaction

What We’re Looking For

• Exceptional problem solving – critical systems thinking, agile problem‑solving with empathy and ability to tackle complex challenges from multiple perspectives
• Ownership mindset – initiative, full accountability, persistence and independence in driving pricing projects to completion
• Cross‑functional collaboration – influencing and partnering effectively across diverse teams, building alignment and driving results through strong interpersonal skills
• Analytical & detail‑oriented – managing both qualitative and quantitative data, turning insights into actionable recommendations with high attention to detail
• Comfortable with ambiguity – navigating uncertainty confidently and applying judgment to guide decision‑making

Requirements

• BS/BA or equivalent in a quantitative and/or business field (e. g. , business administration, analytics, economics, applied mathematics, statistics)
• 2+ years in pricing strategy, deal desk, sales operations or related roles supporting complex B2B sales processes, ideally in Saa
  S or technology industries
• Experience with subscription and usage billing models
• Proven ability to analyze business performance with both quantitative and qualitative data and translate insights into actionable recommendations
• Comfortable using pricing calculators, quoting tools, Salesforce (or equivalent CRM), Excel and data visualization tools
• Knowledge of SQL is a plus
• Exceptional structured problem‑solving, visualization and presentation skills
• Boundless intellectual curiosity – self‑motivated and unafraid to ask questions to learn and grow
• Preferred: experience with pricing and packaging research methodologies (e. g. , Gabor‑Granger, Van Westendorp, Conjoint, Max‑Diff, relative preference)

Hybrid Work

This role is hybrid. You will work onsite at your local Zendesk office part of the week and remotely for the remainder. The specific in‑office schedule will be determined by the hiring manager.

Our Commitment to Diversity and Inclusion

Zendesk is an equal‑opportunity employer committed to diversity, equity and inclusion. We do not discriminate based on race, color, religion, national origin, age, sex, gender, gender identity, gender expression, sexual orientation, marital status, medical condition, ancestry, disability, military or veteran status or any other characteristic protected by law. We are an AA/EEO/Veterans/Disabled employer. If you are based in the United States and would like more information about your EEO rights under the law, please click here. We endeavor to make reasonable accommodations for applicants with disabilities and disabled veterans pursuant to applicable federal and state law.