Head of Pricing

About this role

Your Journey at Crowe Starts Here: At Crowe, you can build a meaningful and rewarding career. With real flexibility to balance work with life moments, you’re trusted to deliver results and make an impact. We embrace you for who you are, care for your well-being, and nurture your career. Everyone has equitable access to opportunities for career growth and leadership. Over our 80-year history, delivering excellent service through innovation has been a core part of our DNA across our audit, tax, and consulting groups. That’s why we continuously invest in innovative ideas, such as AI-enabled insights and technology-powered solutions, to enhance our services. Join us at Crowe and embark on a career where you can help shape the future of our industry.

Job Description: The Head of Pricing reports to the Chief Revenue and Transformation Officer and will lead Crowe’s firmwide pricing capability. This leader will help partners and business leaders price work based on value delivered, market dynamics, client needs, and delivery economics—not only bottom-up billable-hours buildups. The role will support Crowe’s Value Creation Plan (VCP) by building practical pricing processes, market insights, analytics, and tools that help business unit (BU), delivery unit (DU), partner, and seller teams price to win attractive work while protecting client trust and long-term relationships. Roles & Responsibilities: • Build and scale Crowe’s pricing capability: Define the pricing function’s mandate, priorities, operating rhythm, decision support model, and ways of working in partnership with the Chief Revenue and Transformation Officer, partners, BU and DU leaders, Finance, Revenue Operations (RevOps), Marketing, Information Technology (IT), and client-facing teams. • Enable value-based pricing for new work: Develop practical tools, pricing ranges, decision aids, and training that help partners and client teams price to win new engagements based on value delivered, scope, risk, urgency, complexity, market alternatives, competitive dynamics, delivery model, and client lifetime value. • Support renewal and annuity pricing: Help partners prepare for renewal conversations with clear facts, value narratives, client history, market context, and options that balance price realization with retention, service quality, relationship strength, and long-term client profitability. • Create pricing analytics and key performance indicators: Develop dashboards and metrics that help leaders understand pricing performance, including true price realization, scope expansion, mix, discounting, win/loss, retention, renewal economics, and revenue and margin trends by client account. Where possible, separate volume growth, scope growth, mix, and price growth so leaders can see what is driving results. • Coordinate practical pricing guardrails and guidance: Create fast, partner-friendly guidance for discounts, exceptions, concessions, urgent work, strategic accounts, bundles, cross-sell opportunities, and one-off projects. Preserve appropriate partner judgment while making pricing decisions more consistent, transparent, and grounded in market and client value. • Develop offering, bundle, and pricing architecture: Partner with service-line and BU leaders to build a practical hierarchy of services, offerings, bundles, cross-sell packages, one-off work, and stock keeping units (SKUs), with clear pricing parameters that reflect value delivered, market dynamics, competitive benchmarks, cost-to-serve, delivery economics, and the cost and value of artificial intelligence (AI) tools where relevant. • Equip partners and sellers with pricing confidence: Provide simple value narratives, talking points, market intelligence, price-to-win guidance, negotiation support, and responses to common client or procurement questions. Help partners and sellers win attractive work by explaining pricing in relation to business outcomes, expertise, service quality, risk reduction, responsiveness, AI, offshore delivery, efficiency, and the broader value Crowe provides. • Embed pricing into commercial workflows and technology: Partner with RevOps, Finance, IT, Marketing, and business leaders to integrate pricing guidance into Customer Relationship Management (CRM) data, Configure, Price, Quote (CPQ) capabilities, account planning, forecasting, proposal processes, and dashboards in ways that are easy to use and do not slow response times to clients or prospects. • Support adoption through influence and enablement: Build trust with partners and client-facing teams by making pricing support practical, responsive, and useful. Use pilots, training, feedback loops, and best-practice sharing to improve the approach before broader rollout and to encourage adoption across the firm. • Measure impact and communicate trade-offs: Track progress against pricing goals, surface risks and opportunities, and prepare concise leadership updates that clarify trade-offs among realization, win rate, margin quality, retention, client relationships, and long-term firm value.

Ideal Experience and Qualifications: • Pricing leadership: 10+ years of experience in pricing, revenue management, commercial strategy, deal desk / commercial operations, management consulting, or a related discipline, with meaningful experience leading pricing work in a business-to-business services environment. • B2B services pricing expertise: Deep practical experience with value-based pricing in business-to-business services, ideally including professional services, consulting, advisory, financial services, software / technology-enabled services, or other complex relationship-led environments. • Pricing capability and governance experience: Track record building or materially improving pricing processes, governance, decision support, discount guidance, analytics, and tools that partner-led or relationship-led organizations actually use. • Analytical and modeling strength: Strong analytical capabilities, including pri

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