Pricing & Deal Strategy Analyst

About this role

<h2><strong>About the Role</strong></h2> <p>As EnergyHub scales its impact at the grid edge, our commercial models are becoming increasingly sophisticated. We are building complex partnerships that involve cloud-to-cloud integrations, utility grid services, and evolving regulatory landscapes. We need an analytical powerhouse to ensure our pricing reflects our value, protects against industry volatility, and remains competitive across a diverse portfolio of utility clients.</p> <p>The <strong>Pricing & Deal Strategy Analyst</strong> will report to the leader of the Revenue Operations team. You will be the primary engine behind our commercial decision-making, responsible for building the models that define how we go to market. This is a high-visibility role sitting at the intersection of Sales, Product, Product Marketing, and Finance, ensuring every proposal is winning for the client, sustainable for the business, and optimized for the grid.</p> <h2><strong>Main Responsibilities</strong></h2> <h3><strong>Pricing Strategy & Grid Value Modeling</strong></h3> <ul> <li><strong>Commercial Model Development:</strong> Build and maintain sophisticated financial models to evaluate pricing for new products, bundles, services, and complex multi-year utility contracts.</li> <li><strong>The "Value Stack" Analysis:</strong> Partner with Product, Analytics, Product Marketing, and Market Development to weight pricing models based on device-specific value streams (e.g., peak shedding, frequency regulation, and localized grid relief).</li> <li><strong>Regulatory & Tariff Nuance:</strong> Analyze utility tariff structures and regulatory filings to ensure EnergyHub’s offerings remain competitive against traditional utility cost-of-service models and "bring your own device" (BYOD) incentives.</li> <li><strong>New Product Pricing:</strong> Define pricing structures for upcoming features and service lines, ensuring they align with long-term margin goals and market expectations.</li> </ul> <h3><strong>Deal Strategy & Risk Assessment</strong></h3> <ul> <li><strong>Complex Deal Structuring:</strong> Act as the lead analyst for non-standard deals. Model various "what-if" scenarios, including volume-based pricing and performance-based incentives.</li> <li><strong>Sensitivity & Risk Modeling:</strong> Develop models to assess commercial risk in performance contracts, simulating various weather scenarios, grid event frequencies, and device participation rates to ensure margin protection.</li> <li><strong>Competitive "Price-to-Win":</strong> Analyze how individual proposals fit into the broader business and maintain a competitive library of industry benchmarks to inform "Price-to-Win" strategies on large-scale utility solicitations.</li> <li><strong>Deal Desk Support:</strong> Provide the data-backed rationale for the Deal Desk, helping leadership understand the trade-offs of specific deal terms, concessions, or shared-savings arrangements.</li> </ul> <h3><strong>Commercial Insights & Governance</strong></h3> <ul> <li><strong>Look-Back Analysis:</strong> Conduct post-mortem analyses on existing contracts to compare realized deal performance against historical benchmarks, identifying trends in discounting and yield.</li> <li><strong>Pricing Governance:</strong> Help maintain the standard price book and discounting logic within Salesforce and BillingPlatform.</li> <li><strong>Process Automation:</strong> Identify ways to turn manual pricing spreadsheets into repeatable, automated tools that Sales can use for self-service on standard deals.</li> <li>Other Duties as assigned</li> </ul> <h2><strong>Requirements</strong></h2> <ul> <li><strong>Experience:</strong> 5-8 years of experience in Pricing, Strategic Finance, or Commercial Operations, ideally within B2B SaaS, a Utility, or a Renewable Energy technology company.</li> <li><strong>Analytical Excellence:</strong> Advanced Excel and financial modeling skills are a must. Experience with SQL for pulling historical performance data is highly preferred.</li> <li><strong>Energy Domain Knowledge:</strong> Familiarity with utility business models, demand response, or distributed energy resources (DERs) is a significant plus.</li> <li><strong>Strategic Intuition:</strong> You understand the "why" behind the numbers and can translate a technical product roadmap into a logical commercial framework.</li> <li><strong>Communication:</strong> Ability to present data clearly to executives as well as stakeholders in Sales, Product, Product Marketing and Finance. You can simplify complex financial and risk-based concepts for non-analytical audiences.</li> <li><strong>Education:</strong> Bachelor’s degree in Finance, Economics, Engineering, or a related quantitative field.</li> </ul> <h2><strong>How You’ll Work</strong></h2> <p>You are someone who values rigor and credibility. You believe that the best decisions are made with data, but you also understand the speed of a high-growth sales environment. You are highly collaborative, acting as a supportive partner to the Sales team while maintaining the discipline required to protect the company's long-term interests and grid reliability commitments. You have excellent…