Head of Pricing Strategy

Company Description

Zayo provides mission-critical bandwidth to the world's most impactful companies, fueling the innovations that are transforming our society. Zayo's 141,000-mile network in North America and Europe includes extensive metro connectivity to thousands of buildings and data centers. Zayo's communications infrastructure solutions include dark fiber, private data networks, wavelengths, Ethernet, and dedicated Internet access. Zayo serves wireless and wireline carriers, media, tech, content, finance, healthcare and other large enterprises.

Zayo is seeking a highly strategic and analytically driven leader to serve as the Head of Pricing Strategy & Revenue Retention, responsible for shaping and executing pricing and retention strategies that drive measurable business impact across the organization. Our Head of Pricing Strategy & Revenue Retention operates at the intersection of financial analysis, technical product strategy, and customer lifecycle management, with direct influence on executive decision-making and cross-functional alignment. The ideal candidate will bring deep subject matter expertise, advanced problem-solving capabilities, a proven ability to lead complex initiatives across multiple business domains, and experience communicating strategy across levels from individual contributors to C-level executives. 

Responsibilities: 

Strategic Pricing & Insights 

• Lead the development and execution of pricing strategies in collaboration with Product, Finance, Sales, and Marketing to support revenue and margin goals. 

• Apply advanced financial modeling, technical product analysis, and market intelligence to optimize pricing structures and drive profitability. 

• Own and evolve the CPQ data structure and pricing operations, ensuring accuracy, scalability, and usability. 

• Develop and monitor pricing KPIs and dashboards to inform executive decision-making and strategic planning. 

• Partner with Product Marketing to maintain internal price lists and ensure alignment with GSA schedules and market standards. 

Revenue Retention & Contract Lifecycle Management 

• Build and manage robust strategies to proactively address at-risk customers through coordinated sales and operational interventions. 

• Prioritize retention efforts based on customer value and risk profiles, leveraging both quantitative and qualitative insights. 

• Manage the contract and renewal lifecycle, ensuring accurate data capture, reporting, and compliance across systems and functional organizations. 

• Design systems to ensure compliance in contract documentation and tracking across the organization. 

• Coordinate with Legal and Sales Operations to maintain database accuracy and develop scalable management processes. 

• Coordinate with Product, Sales, and Customer Success to ensure execution on save opportunities that optimize Zayo's revenue outcomes.  

Strategic Planning & Executive Engagement 

• Lead the strategic planning cycle for pricing and retention, including long-range planning, quarterly business reviews, and scenario modeling. 

• Provide subject matter expertise and strategic materials to executive leadership, board members, and external consulting partners. 

• Develop strategic narratives and updates for ELT-level audiences, synthesizing complex data into clear, actionable insights, including preparatory materials for board presentations. 

• Influence strategies across multiple stakeholders, identifying synergies across functions and aligning initiatives with broader business goals. 

• Engage with external analysts and market intelligence to inform internal strategy and maintain  

Team Management & Leadership 

• Lead and develop a high-performing team that includes (but may not be limited to): 

• Customer Retention Analysts focused on identifying and mitigating churn risks. 

• Revenue Optimization Specialists responsible for retention program management, revenue margin analysis, and retention operations. 

• Product Pricing Analysts and Specialists responsible for pricing analytics and CPQ orchestration 

• A Senior Manager of Product Pricing Strategy who drives product-level pricing frameworks and competitive positioning. 

• Foster a culture of accountability, innovation, and continuous improvement. 

• Provide coaching, mentorship, and career development opportunities to team members. 

• Align team goals with broader organizational strategy and ensure delivery of high-impact outcomes 

Qualifications:

• Bachelor's degree in Business, Economics, Statistics, Mathematics, or related field; MBA or advanced degree preferred. 

• Minimum of ten (10) years of experience in pricing, finance, commercial operations, or customer strategy roles, with demonstrated impact at the enterprise level. 

• Proven leadership experience managing cross-functional teams and high-impact programs across multiple business domains. 

• Advanced financial and business acumen, with expertise in AI systems, cloud platforms, and technical product analysis. 

• Expertise in SFDC (including CPQ), Tableau (Einstein), SQL/SOQL, Excel, and PowerPoint. 

• Exceptional communication and stakeholder management skills, with experience presenting to ELT, board members, and external partners. 

• Demonstrated success in solving highly complex business problems and driving strategic outcomes across functions. 

• Experiences as a manager of managers preferred.  

Estimated Base Salary Range: $200,000 - $230,000 USD/annually.

The base pay range shown is a guideline and reasonable estimate for this role. It takes into account the wide variety of factors that are considered in making compensation decisions. Actual compensation offered may vary from the posted range based upon geographic location, work experience, skill level, certifications, and other business and organizational needs. Non- sales roles may be eligible to participate in a discretionary annual incentive plan. Sales roles may be eligible to participate in a sales incentive plan.

Additionally, this position may be eligible for certain benefits, such as health insurance, life insurance, disability retirement plans, paid time off.

The posting will be active for a minimum of 3 days. The active posting will continue to extend by 3 days until the position is filled.

Benefits, Rewards & Wellness

• Excellent Health, Dental & Vision Insurance

• Retirement 401(k) Savings Plan

• Generous paid time off policy including paid parental leave

Zayo provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, provincial or local laws.

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.