Job description
PointClickCare is a leading North American healthcare technology platform enabling meaningful care collaboration and real‐time patient insights. For over 20 years, the company has been focused on realizing its vision: to help create a world in which providers and plans can confidently deliver frictionless care. Since its inception, PointClickCare has grown exponentially, with over 2,200 employees working to impact millions across North America. Recognized by Forbes as one of the top 100 private cloud companies and acknowledged by Waterstone Human Capital as Canada’s Most Admired Corporate Cultures, PointClickCare leads the way in creating cloud-based healthcare software.
At PointClickCare, we offer a wealth of opportunities and a vibrant culture that empowers our employees. Our dynamic environment is the perfect place to advance your career while engaging in meaningful work alongside incredible colleagues. Here, you’ll discover a space where your talents can thrive, your career can grow, and your work will have a lasting impact on healthcare across North America. We believe that work becomes profoundly fulfilling when driven by a higher purpose.
Join us and be part of a team that is making a real impact.
To learn more about us, check out Life at PointClickCare and connect with us on Glassdoor and LinkedIn.
Reporting to the Chief Marketing Officer, as the Vice President of Pricing, this high-visibility leadership position will play a pivotal role in accelerating and protecting revenue growth for PointClickCare. The Vice President will maximize profitability in alignment with overall enterprise goals through the development and delivery of pricing and value creation strategies across the Senior Care and Acute & Payer portfolio.
Key Responsibilities:
- Pricing Strategy and Market Insights
- Design a holistic pricing strategy and roadmap to accelerate long-term profitable growth
- Determine the monetization strategy for new offerings
- Design innovative pricing strategies for AI-powered offerings as well as in support of value-based care models
- Leverage market research to understand market landscape, customer perceptions, and key value drivers
- Craft pricing strategies that incentivize long-term commitment while balancing short-term revenue goals across the portfolio.
- Pricing and Packaging Optimization
- Evolve packaging and pricing models to better align with customer needs, value, and willingness-to-pay and inform the product roadmap
- Optimize list prices and annual price uplifts across offerings, segments, and markets to maximize business performance
- Incubate new commercial programs that deepen customer relationships and encourage greater product adoption
- Pricing Governance and Discount Management
- Establish deal-specific pricing guidance for Sales with pricing targets and floors
- Design discount approval processes and governance that improve price consistency and performance while enabling sufficient sales team flexibility in collaboration with Rev Ops and Finance
- Lead the global rollout and measurement of new pricing frameworks and process, including discounting structures and customer migration strategies
- Performance Measurement
- Establish KPIs to measure pricing performance. Establish feedback mechanisms and iterative processes to refine and adapt pricing approaches based on organizational learning and market dynamics
- Strengthen pricing processes and tools to improve workflows and insights
- Organizational Transformation and Execution
- Partner closely with senior leaders across marketing, product, finance and sales
- Design comprehensive change management plans for rolling out new pricing frameworks across the organization including communication plans and enablement programs
- Build pricing capabilities across the organization through strategic training and knowledge-sharing initiatives
Your Key Strengths:
- Proven track record of success in developing and implementing pricing strategies for large enterprise clients within the SaaS, B2B industry or a closely related industry, such as cloud services or subscription-based models. Knowledge of how recurring revenue impacts pricing strategies is critical.
- 15+ years of relevant experience in pricing strategy & operations with a proven ability to design and optimize pricing models specific to SaaS (tiered pricing, usage-based pricing, time-bound trigger models, etc.) and understanding the nuances between customer acquisition and retention pricing strategies.
- Experience in creating long-term strategic pricing roadmaps that align with company goals, market positioning, and customer needs. The VP will need to anticipate market trends and adjust pricing strategies accordingly.
- The ability to leverage advanced data analytics to drive pricing decisions, optimize price points, and understand customer elasticity. Experience with A/B testing, regression analysis, and cohort analysis for pricing strategies is a big plus.
- A strong grasp of financial and business metrics (e.g., LTV, CAC, margin analysis, ARR, and MRR) and how pricing decisions impact the overall business strategy.
- The VP should excel at customer segmentation and have a strong understanding of value-based pricing (i.e., how pricing should reflect the value delivered to different customer segments). Experience in balancing price sensitivity with delivering tailored solutions for different customer tiers is critical.
- Ability to analyze and understand competitive landscapes to develop pricing that differentiates the company’s offering while driving revenue growth.
- Knowledge of pricing’s impact on churn, retention, and customer lifetime value. The VP should be capable of crafting pricing strategies that incentivize long-term commitment while balancing short-term revenue goals.
Bonus Skills:
- Familiarity with advanced pricing software and tools (such as Price Intelligently, ProfitWell, or Vistaar) is crucial for designing, testing, and managing pricing strategies at scale.
- The VP of Pricing should have a strong track record of negotiating large-scale, high-value contracts and partnerships. Their ability to engage in meaningful pricing discussions with customers and partners will be a key asset.
- Strong communication skills are essential to sell pricing strategies internally to leadership, sales teams, and other stakeholders. They need to advocate for pricing decisions based on data-driven insights and market trends.
- Strong communication skills are essential to sell pricing strategies internally to leadership, sales teams, and other stakeholders. They need to advocate for pricing decisions based on data-driven insights and market trends.
- Experience with customer relationship management (CRM) and enterprise resource planning (ERP) systems, such as Salesforce or NetSuite, is important, as these systems often tie into pricing and revenue management workflows.
- Familiarity with pricing automation tools and AI-driven pricing algorithms that can optimize prices based on customer behavior, market conditions, and competitive pressures.
- Pricing strategy can often change due to mergers or acquisitions. The ideal candidate should have experience in integrating pricing models during M&A activities, harmonizing disparate pricing models, and managing customer expectations.
$212,000 - $235,700 a year
At PointClickCare, base salary is one of the many components that make up our total rewards package. The CA base salary range for this position is $212,000 - $235,700 + bonus or commission + equity + benefits. Our salary ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all CA locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process.
Tech G/SL1
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PointClickCare Benefits & Perks:
Benefits starting from Day 1!
Retirement Plan Matching
Flexible Paid Time Off
Wellness Support Programs and Resources
Parental & Caregiver Leaves
Fertility & Adoption Support
Continuous Development Support Program
Employee Assistance Program
Allyship and Inclusion Communities
Employee Recognition … and more!
It is the policy of PointClickCare to ensure equal employment opportunity without discrimination or harassment on the basis of race, religion, national origin, status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law. PointClickCare welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process. Please contact [email protected] should you require any accommodations.
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