Cloudinary

Drive strategic pricing initiatives through product & price restructuring

Director of Pricing Strategy

Cloudbeds

At Cloudbeds, I have been responsible for building the pricing function, driving global pricing strategy, and improving revenue growth while keeping our customers' needs and satisfaction top of mind. Some of my key accomplishments include:

-Launching new pricing and packaging initiatives based on extensive competitive market research, ensuring that our pricing is aligned with our customers' needs.

-Leading a cross-functional pricing committee to ensure that our pricing decisions align with the company's goals and customers' needs.

-Gathering competitive intelligence to help us understand our price and value position in the market and make informed pricing decisions.

-Developing custom reporting to track key pricing metrics, enabling us to make data-driven pricing decisions that are both competitive and customer-friendly.

- Pricing new products with quantitative and qualitative data tied to our differential economic value

- Leading the Ambassador/Referral Marketing Team to support outbound sales, contributing 10% of total ARR

Sr. Global Pricing Strategy Manager | SaaS

Hypertherm

As a seasoned pricing leader with a track record of success, I am experienced in driving cross-functional collaboration across marketing, sales, EVP, and finance to manage pricing projects in complex, matrixed organizations. As a Pricing Manager at Hypertherm, I successfully elevated the strategic importance of the pricing team and managed a team of pricing analysts to deliver data-driven insights and valuable partnerships to pricing stakeholders.

In addition to managing pricing models in manufactured goods, software (perpetual/SaaS), and services, I am experienced in employing end-to-end process documentation, pricing policy governance, and ERP management to drive best practices that lead to revenue growth and improved customer experience.

As a leader, I have successfully integrated acquisition pricing strategies, set up new distribution centers, managed behavioral incentive programs, and conducted semi-annual pricing reviews. I am adept at collaborating across the pricing matrix organization, conducting transfer pricing and net band analysis, conducting pricing qualitative and quantitative research, and developing software/ manufactured goods/service pricing models.

I have also led large data transformations, created a data center of excellence sub-team for finance business partnerships, and utilized AI-driven insights analysis and Power Automate, VBA, and advanced Excel analytics to deliver impactful results.

Global Pricing Manager | Hardgoods & SaaS

Beekley Medical

As a Strategic Pricing & Contract Manager at Beekley Medical, I led efforts to restructure the pricing strategy to expand contracting abilities, better meet the needs of IDNs and healthcare providers, and simplify decision-making processes.

In addition, I managed Intellectual Property and regulatory requirements to stay compliant with IP laws, acting as a legal liaison between the CEO and Law firm in relation to infringement suits and legal issues. I developed an IP database to track the lifecycle of patents and trademarks, ensuring that Beekley Medical was well-positioned to protect its IP assets.

Notable achievements include initiating standardized pricing management guidelines for greater price realization and reduced pricing errors. I also supported leadership, finance, and the sales team with customized reports and calculations, delivering insights versus numbers and highlighting opportunities and threats for optimized decision support.

Strategic Pricing & Contract Manager | Onboarding Manager

Onboarding Manager
Jan 2009 - May 2011 (2 yrs 5 mos)

As the Onboarding Manager at Beekley Medical, I created a new hire 90-day sales onboarding program that acculturated, trained, and evaluated future success and fit within the organization. During my tenure, I successfully onboarded 16 new hires through sales and product training.

In addition, I contributed to the new CRM scoping, design specs, and worked with consultants to build, test, train, and deploy the new Microsoft CRM System, replacing Siebel. As a result, I was responsible for translating the business needs of the sales/marketing/data folks into “tech speak” for those coding the customizations. I also redesigned CRM data links post-CRM Go Live and coded updates for the organization to better reflect healthcare system relationships.

Sales Rep & Project Manager
Jan 2007 - Dec 2009 (2 yr 12 mos)

As a Sales Rep & Project Manager, I achieved several awards, including Rookie of the Year, We Are Worth It (value selling) Award, Sales Person of the 4th Quarter, Sales Person of the Month twice, and Bronze Sales Promotion. I also exceeded my forecast by 6% and grew the territory by 41%.

Additionally, I served as a Consultant on the MS CRM Dynamics Design Team, where I redesigned CRM utilization to streamline Rad Onc Database.  Saving sales reps an hour a day in administrative work or duplication of efforts.

Overall, my experience at Beekley Medical equipped me with a wide range of skills and expertise in onboarding, sales, and project management that I am excited to bring to future roles.

Sales Training & Onboarding Specialist/Sales Account Manager/Data Manager

Purtill & Company

As a Business Development Manager at Purtill & Company, I managed the development of Purtill Seminars, a line of CPE courses for industry CPAs, through pricing, branding, marketing, and sales. I was responsible for budgeting, forecasting, competitive analysis, and quality control, and successfully developed Purtill & Company as an AccountMate VAR, an open-source financial management package, with branding, prospecting, consults, add-on services, and reports to existing customers, technical support, and relationship management.

In addition to business development, I was responsible for pricing AccountMate and the CPE courses, negotiating with customers and vendors, and creating pricing strategies to optimize revenue growth. I consulted with manufacturing plants on their E2E processes, from cycle counting to accounting, and used Six Sigma/LEAN principles to develop report-outs of efficiencies and new E2E processes, including the customization of our ERP/Plant/CRM software to optimize their operations.

I worked with the development team to implement changes in SQL, Crystal Reports, and Visual FoxPro to customize the software package to unique customer needs and was responsible for the installation of the SQL server and software, training, and continued service. I created service plans to support customers and protect revenue streams.

As part of the hiring and onboarding team, I trained administrative new hires to manage bookkeeping, tax return preparation, financial statements process, organization, and billing. Additionally, I managed the software development process and provided leadership and guidance to the office manager and accountants, ensuring that everyone was working together effectively to deliver successful outcomes.

New Business Development Director | Services & SaaS

With 20 years of pricing experience across diverse industries, I am a seasoned leader who drives global pricing strategy, analytics, and policy for SaaS companies. As a speaker and consultant for the Professional Pricing Society, I share my expertise and best practices in pricing innovation and education.

I use data-driven insights and tools to optimize pricing performance, competitive intelligence, and revenue growth. I translate complex data into simple and compelling stories and visuals for executive stakeholders. 

As a leader, I value psychological safety, professional and personal growth, and a people-first approach. I care deeply about the well-being of my teams, fostering an environment where we collaborate, connect, and innovate. 

I am passionate about making a difference in how business is done and driving impactful outcomes for my organization and our customers.

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