Vice President, Pricing and Product Operations

Acumatica is seeking a Vice President, Pricing & Product Operations to serve as the company's senior-most commercial and operational leader within the Product organization. This is an executive role with enterprise-wide scope: you will set the strategic direction for how Acumatica prices, packages, and commercializes its platform across all segments, verticals, and geographies—and you will build the organizational infrastructure to execute that strategy with precision and speed.

As VP, you will own the outcomes, not just the analysis. You will lead a team of pricing strategists, analysts, and operations professionals. You will be the primary pricing voice to the CPO, CEO, CFO, and Vista Value Creation team. You will make the calls that determine how AI monetization evolves, when and how price increases are executed, how the partner channel economics are structured, and whether Acumatica 's commercial model becomes a durable competitive moat or a source of leakage. This role is a direct driver of NRR improvement, ARR growth, and enterprise valuation.
What you will own:

1. Product Operations — Build the Engine That Runs the CPO Org

- Own the full operating system of the CPO organization: strategic planning cycles, OKR design and accountability, executive and board-level reporting, and cross-functional governance cadences.

- Build and lead the product operations function from the ground up-hiring, structuring, and developing a team capable of scaling with the business through 2030.

- Define and own the commercial data infrastructure: the KPI frameworks, dashboards, and analytics pipelines that connect product decisions to financial outcomes (ARR, NRR, CTV utilization, module attach rates, tier migration, AI adoption).

- Establish release governance and pricing launch protocols: ensure every product release, AI feature, or packaging change ships with a commercial model, partner enablement, and revenue impact projection.

- Drive deal desk strategy and escalation governance: set discount guardrails, approval authority matrices, and partner margin policies that protect ASP at scale while enabling sales velocity.

- Serve as the operational right hand to the CPO—translating strategic intent into structured execution plans, eliminating organizational friction, and ensuring the product leadership team operates at its highest level.

2. Pricing Strategy & Execution — Own the Commercial Architecture

- Set the long-term vision and annual roadmap for Acumatica 's pricing architecture—CTV consumption tiers, edition structure, module and add-on economics, and channel pricing—aligned to Vista value creation milestones.

- Lead AI monetization strategy and execution end-to-end: design the commercial model for AI features as they advance through the Vista VCT arc (Initial Value Definition → Beta → Wide Release → Transformative Monetization), ensuring pricing is locked before GA to protect against one-way-door revenue loss.

- Commission and lead enterprise willingness-to-pay (WTP) research programs—customer interviews, conjoint studies, quantitative surveys by segment and vertical—and translate findings into executable, board-ready pricing strategies.

- Own the annual price increase program: design, model, stress-test, communicate, and execute price actions targeting NRR improvement from current levels toward best-in-class SaaS benchmarks (113–120%+), with defensible WTP grounding.

- Define the commercial architecture for embedded Payments and fintech adjacencies: interchange margin structure, tiered transaction economics, and competitive positioning relative to NetSuite and Sage.

- Build and own Acumatica 's pricing intelligence capability: elasticity models, NRR cohort analysis, win/loss pricing analytics, competitive price benchmarking, and module expansion opportunity sizing.

- Govern discounting policy, partner margin frameworks, and promotional architecture—standardizing contracts, reducing over-customization,