What are the responsibilities and job description for the Senior Director, Pricing position at StickerGiant?
StickerGiant is RLG's ecommerce business, based in Boulder County, Colorado. StickerGiant pioneered custom stickers and labels online and today combines digital manufacturing with a direct-to-customer ecommerce model in a data-rich, AI- and technology-forward environment. Our mission is to deliver the fastest custom printed products at exceptional value for businesses and organizations.
Position Summary
StickerGiant is seeking a Senior Director, Pricing to own monetization and pricing strategy and execution for its business initially and, over time, for all of RLG.
The role will start with a primary focus on StickerGiant, where there is a meaningful opportunity to drive incremental revenue and gross margin through pricing and monetization. Success will require outstanding cross-functional collaboration with Finance, Operations, Product, Engineering and Marketing.
Over time, the role will expand across RLG, partnering with corporate, commercial and operations leaders to establish pricing strategy, identify opportunities to better align monetization with the value we deliver to customers, and improve margin performance across the organization.
This is a player-builder role with an unusually diverse mandate: lead monetization for an agile ecommerce business, then help build strategic pricing capability across RLG's broader manufacturing portfolio.
Key Responsibilities
StickerGiant
As The Role Expands, Responsibilities Will Include
In the first phase, success will be measured by incremental gross margin impact at StickerGiant and by building the playbook and capabilities to systematically identify, test and scale monetization opportunities.
Over time, success will expand to include measurable margin improvement across RLG and building a scalable strategic pricing capability across the organization.
Who You Are
You may come from a leading pricing, commercial strategy or revenue-growth consultancy, an in-house pricing or monetization function, or a combination of both.
You can quickly understand a new business, identify the highest-value pricing opportunities and translate analysis into a clear execution plan and measurable results.
You are comfortable moving across different pricing environments, from ecommerce pricing and experimentation to B2B manufacturing, account pricing and margin optimization. You have personally worked through complex pricing problems and can move between detailed analysis and executive-level recommendations. You can develop strong recommendations with imperfect or best-available information.
You are a player-builder: comfortable doing the work directly while building the playbook, tools and team needed to scale the function.
Qualifications
Position Summary
StickerGiant is seeking a Senior Director, Pricing to own monetization and pricing strategy and execution for its business initially and, over time, for all of RLG.
The role will start with a primary focus on StickerGiant, where there is a meaningful opportunity to drive incremental revenue and gross margin through pricing and monetization. Success will require outstanding cross-functional collaboration with Finance, Operations, Product, Engineering and Marketing.
Over time, the role will expand across RLG, partnering with corporate, commercial and operations leaders to establish pricing strategy, identify opportunities to better align monetization with the value we deliver to customers, and improve margin performance across the organization.
This is a player-builder role with an unusually diverse mandate: lead monetization for an agile ecommerce business, then help build strategic pricing capability across RLG's broader manufacturing portfolio.
Key Responsibilities
StickerGiant
- Own end-to-end pricing and monetization strategy across StickerGiant, with accountability for achieving incremental gross margin targets.
- Optimize pricing architecture across products, sizes, materials and order quantities, using price-elasticity analysis and A/B testing.
- Continuously benchmark competitors and customer perceptions of value.
- Use customer, competitive, cost and margin data to determine where StickerGiant should price above, at parity or below the market.
- Lead promotion and discount strategy, including testing discount depth, frequency and thresholds to improve incrementality.
- Develop and optimize top-customer, loyalty, volume and reorder discount programs.
- Set pricing for new products and premium services, including rush production, shipping and paid add-ons.
- Establish clear pricing KPIs and a disciplined test-and-learn approach to identifying, measuring and scaling monetization opportunities.
As The Role Expands, Responsibilities Will Include
- Partner with RLG leadership and operating businesses to establish a company-wide pricing strategy to identify and prioritize pricing opportunities.
- Develop a fact-based understanding of cost-to-serve and gross margin across customers, products and order types to identify margin leakage and opportunities for improvement.
- Assess customer value, competitive positioning and willingness to pay to better align price with the value RLG delivers.
- Develop and optimize pricing architecture, including target margins, price guardrails, volume and contract pricing, and charges for premium services.
- Improve pricing execution through stronger discount governance, quoting practices and identification of pricing leakage.
- Use pricing, margin and win/loss data to measure results and continuously improve pricing decisions.
- Build the analytics, tools and team capabilities needed to scale strategic pricing across RLG, leveraging external vendors and consultants as appropriate.
In the first phase, success will be measured by incremental gross margin impact at StickerGiant and by building the playbook and capabilities to systematically identify, test and scale monetization opportunities.
Over time, success will expand to include measurable margin improvement across RLG and building a scalable strategic pricing capability across the organization.
Who You Are
You may come from a leading pricing, commercial strategy or revenue-growth consultancy, an in-house pricing or monetization function, or a combination of both.
You can quickly understand a new business, identify the highest-value pricing opportunities and translate analysis into a clear execution plan and measurable results.
You are comfortable moving across different pricing environments, from ecommerce pricing and experimentation to B2B manufacturing, account pricing and margin optimization. You have personally worked through complex pricing problems and can move between detailed analysis and executive-level recommendations. You can develop strong recommendations with imperfect or best-available information.
You are a player-builder: comfortable doing the work directly while building the playbook, tools and team needed to scale the function.
Qualifications
- 8 years of progressive experience in pricing, monetization, revenue management, commercial strategy or related disciplines.
- Pricing consulting experience is highly valued, particularly experience working across multiple industries or business models.
- Demonstrated track record of delivering measurable incremental revenue and gross margin through pricing and monetization initiatives.
- Strong pricing expertise, including price architecture, elasticity, competitive positioning, promotion and discount optimization, and willingness to pay.
- Strong analytical and modeling capabilities, with the ability to personally work with data, BI and AI tools; SQL experience is a plus.
- Experience with ecommerce pricing and agile experimentation, including A/B and elasticity testing, and price promotions is highly valued.
- Experience with B2B, manufacturing, industrial or cost/margin-based pricing is valuable but does not need to be the candidate's primary background.
- Strong executive communication and cross-functional influencing skills.
- Experience working across multiple business units or within a portfolio-company environment is a plus.
- Bachelor's degree required; MBA or other advanced degree preferred.
- Willingness to travel approximately 15--25%, including regular time in Longmont, Colorado and at RLG businesses as the enterprise mandate expands.