Director of Pricing Operations

Wood Mackenzie is the global leader in analytics, insights and proprietary data across the entire energy and natural resources landscape.

For over 50 years our work has guided the decisions of the world’s most influential energy producers, utilities companies, financial institutions and governments.

Now, with the world’s energy system more complex and interconnected than ever before, sector-specific views are no longer enough. That’s why we’ve redefined what’s possible with Intelligence Connected.

By fusing our unparalleled proprietary data with the sharpest analytical minds, all supercharged by Synoptic AI, we deliver a clear, interconnected view of the entire value chain. Our trusted team of 2,700 experts across 30 countries breaks siloes and connects industries, markets and regions across the globe.

This empowers our customers to identify risk sooner, spot opportunities faster and recalibrate strategy with confidence – whether planning days, weeks, months or decades ahead.

Wood Mackenzie
Intelligence Connected

WoodMac.com

Wood Mackenzie Brand Video

Wood Mackenzie Values

• Inclusive – we succeed together
• Trusting – we choose to trust each other
• Customer committed – we put customers at the heart of our decisions
• Future Focused – we accelerate change
• Curious – we turn knowledge into action

The Director of Pricing Operations is responsible for operationalizing Wood Mackenzie's pricing and commercial policies across systems, processes, and go-to-market workflows. This role serves as the collaborative bridge between Pricing, Sales, Finance, Revenue Operations, Product, Legal, and Deal Desk to ensure pricing decisions are executed consistently, compliantly, and efficiently.

The role facilitates pricing governance, approval frameworks, deal support processes, pricing system administration, workflow automation, reporting, and controls. Success is measured by execution excellence, policy adherence, sales productivity, deal cycle efficiency, and operational scalability.

This role partners closely with the existing Pricing function and other commercial stakeholders to operationalize approved pricing strategies and commercial policies.

Main Responsibilities

Pricing Governance & Policy Execution:

• Lead the operational execution of pricing policies and commercial guidelines.
• Establish and maintain the governance framework, thresholds, and workflow through which pricing approvals and exceptions are reviewed.
• Ensure pricing decisions and policies are consistently executed across all regions, products, and sales channels.
• Lead pricing controls, auditability, and compliance with internal approval requirements.
• Drive continuous improvement of pricing governance processes.

Deal Desk & Commercial Approvals:

• Lead the operational administration and coordination of the Deal Desk function.
• Design and coordinate approval matrices, delegation of authority frameworks, and escalation paths, consistent with the existing Delegation of Authority Matrix.
• Oversee non-standard deal review and exception management workflows.
• Partner with Sales, Finance, Legal, and Revenue Operations to accelerate deal execution while maintaining policy compliance.
• Act as the primary coordination point for approvals that fall outside standard policy thresholds, routing them to the appropriate pricing, finance, or sales leadership for decision.

Pricing Systems & Technology:

• Lead pricing-related systems, tools, and platforms supporting quote-to-cash processes.
• Partner with Revenue Operations and IT to implement pricing changes in CPQ, CRM, ERP, billing, and related systems.
• Ensure pricing data integrity across all commercial systems.
• Define system requirements, enhancements, and automation opportunities.
• Lead testing, deployment, and change management for pricing-related system updates.

Process Design & Operational Excellence:

• Design and optimize end-to-end pricing and commercial workflows and systems (pricing methodology and price-setting itself remain with Pricing).
• Standardize processes across geographies.
• Identify bottlenecks and implement automation to improve efficiency and scalability.
• Develop operating procedures, documentation, and controls. Lead cross-functional initiatives that improve quote accuracy, approval turnaround times, and commercial execution.

Reporting, Analytics & Insights:

• Develop operational reporting and dashboards related to pricing governance and commercial performance.
• Monitor approval volumes, exception rates, turnaround times, policy compliance, and workflow effectiveness.
• Provide visibility into pricing operations KPIs and trends.
• Deliver insights that help leadership improve commercial execution and decision-making.

Cross-Functional Leadership:

• Act as the primary operational partner to Revenue Operations, Sales, Finance, Product, and Legal.
• Translate strategic pricing decisions into executable operational requirements.
• Lead cross-functional governance forums and stakeholder alignment activities.
• Ensure organizational readiness for pricing changes, product launches, and commercial initiatives.

People Leadership

• Attract, develop, and retain high-performing talent aligned with business priorities, fostering an inclusive and engaged team culture.
• Partner with Talent Acquisition and other stakeholders to identify skill gaps, recruit effectively, and ensure diverse and high-quality hiring decisions.
• Onboard new hires effectively, embedding Wood Mackenzie’s purpose, strategy, and culture from day one.
• Drive performance through clear goal setting, regular feedback, coaching, and structured career development conversations.
• Encourage ownership of Personal Development Plans (PDPs) and support continuous growth and career progression.
• Conduct regular performance and talent reviews, addressing underperformance proactively while recognising and rewarding achievement.
• Ensure effective communication, collaboration, and compliance across all team operations, including utilisation, policies, and engagement initiatives.

About You

• Demonstrable experience in pricing operations, deal desk, revenue operations, or commercial operations roles.
• Proven people leadership and development experience (directing professional staff).
• Experience administering CPQ, CRM, or billing systems in a B2B corporate environment.
• Exceptional background in process design, governance, and internal controls; process-excellence methodology (e.g., Lean/Six Sigma) is a plus.
• Experience building and scaling cross-functional approval and escalation frameworks.
• Advanced proficiency in Salesforce, Excel, and BI/reporting tools.
• Collaborative stakeholder management background across Sales, Finance, Legal, and Product functions.

Expectations

• Role model strong integrity and sets an example of WoodMac’s values and behaviours.
• We are a hybrid working company and the successful applicant will be expected to be physically present in the office at least 2 days per week to foster and contribute to a collaborative environment, but this may be subject to change in the future.
• Due to the global nature of the team, a degree of flexible working will be required to accommodate different time zones.

Wood Mackenzie Values

• Inclusive – we succeed together
• Trusting – we choose to trust each other
• Customer committed – we put customers at the heart of our decisions
• Future Focused – we accelerate change
• Curious – we turn knowledge into action

Equal Opportunities

We are an equal opportunities employer. This means we are committed to recruiting the best people regardless of their race, colour, religion, age, sex (including pregnancy, sexual orientation, and gender identity), national origin, disability or protected veteran status. You can find out more about your rights under the law at www.eeoc.gov