Pricing,
built
for growth.
Great pricing runs like an operating system: customer value, packaging, CPQ, renewals, governance, and realized revenue, all connected, not a slide deck. I came up through quote-to-cash, so I build monetization that just works, in the field and at scale.
The best pricing means nothing if you can't operationalize, scale, and realize it.
That's where my background is different: I built the quote-to-cash machine before I ever owned the pricing, so I design pricing that actually works in the field, not just on a slide.
Before pricing, I spent years in support, customer success, renewals, and business operations. I led the CPQ track of one Salesforce CPQ transformation and advised a second, rebuilt renewals through standardization and automation, and integrated pricing and operations across seven acquisitions, through private-equity ownership, an IPO, and a take-private. I build highly engaged teams and functions from the ground up, including the ~35-person organization (four supervisors) that ran it across order operations, quote-to-cash, and product ops.
I work best partnering with executives, boards, and the GTM teams who have to sell it, because the best pricing in the world fails if the field isn't behind it. Get the cross-functional buy-in right and the whole company runs smoother.
Three ways to put pricing and operations to work.
Pricing & Packaging
- Value- and outcome-based pricing, beyond pure usage
- AI-informed willingness-to-pay & value metrics
- Packaging, bundling & SKU architecture
- Hybrid models: subscription, usage, outcome & agentic
Quote-to-Cash & Operations
- CPQ & quote-to-cash architecture
- Order operations & deal desk
- Discount governance & price realization
- RevOps analytics across the revenue stack
Strategy & M&A
- M&A pricing & operations integration
- New-product monetization & launch
- Board-ready monetization strategy
- Financial modeling & scenario planning
A method, not a guess.
Understand the value
What customers actually value, and what they'll pay for it.
Align the model
To what the team can sell, what customers accept, and how the product is packaged.
Operationalize
CPQ, quote-to-cash, and governance, so it runs at scale without chaos.
Measure realization
Price realization and leakage, not just list price.
Iterate
Tune to the business and compound over time.
A point of view on pricing.
Best practices are just what's best so far... until something better proves otherwise.
Pricing is psychology as much as math. Models can estimate willingness to pay, but they can't fully read buyer fatigue, perceived value, or the trust it takes to renew. That human read is the edge.
Used well, AI surfaces each customer's real value and guides the seller to the deal that's right for both sides, faster. The goal is the right deal, not charging everyone differently.
The best pricing engine flexes with the business, dialing toward deal velocity or price realization as the market shifts, never one fixed setting.
Pricing is iterative by nature. Done right, it compounds with the business and product strategy over time instead of fighting them.
When an agent does the work, you stop selling seats. The unit becomes the outcome, and pricing becomes how you protect the margin AI compute keeps eating.
Let's talk pricing.
Open to Senior Director, VP, and Head-of-Function opportunities across pricing, monetization, commercial operations, RevOps, and quote-to-cash. Select advisory conversations considered.