Manager, Revenue Operations & Pricing Strategy at SoundHound AI

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Artificial Intelligence, TechnologyIndustries

Requirements

Bachelor's degree in Finance, Business, Economics, or related field; MBA or relevant certifications valued but not required given strong experience
5+ years of progressive experience combining elements of deal desk operations, pricing analytics, revenue operations, or strategic FP&A within B2B software companies
Deep understanding of B2B/AI software, including unit economics (CAC, LTV, payback), TCO modeling, and translating AI capabilities into customer value propositions and pricing strategies
Experience designing or administering sales compensation programs with clear understanding of how commission structures drive sales behaviors and impact revenue quality
Proven ability to translate complexity into clear business impact analysis and recommendations, preferably within a high-impact financial context
Strong grasp of revenue accounting principles (ASC 606), deal structure implications on revenue recognition, and commission accrual mechanics within public company reporting requirements
Advanced Excel and/or Google Sheets capabilities with comfort building dynamic models (using formulae like INDEXMATCH) to avoid manual processes. Experience with CRM/ERP systems (NetSuite preferred). SQL and visualization tools (Looker, Power BI) are a plus but not required
Proven ability to partner with GTM leadership, translating complex analyses into actionable recommendations

Responsibilities

Provide strategic financial guidance on complex deal structures while partnering with GTM teams to develop pricing recommendations that optimize customer acquisition, retention, and expansion
Build and maintain financial models to analyze various deal structures based on value creation, pricing, and unit economics (e.g., CAC, total cost of ownership, customer lifetime value)
Design and administer comprehensive commission programs that reinforce pricing strategies, collaborating with sales leadership on quota setting, structure adjustments, and performance monitoring to drive desired sales behaviors and revenue outcomes
Develop and maintain deal approval frameworks, pricing guidelines, and discount authorization matrices, working with Sales Ops to streamline and automate aspects of the deal review process
Calculate commission payouts and implement validation processes, partnering with Accounting and HR to ensure accuracy and compliance while identifying automation opportunities
Monitor sales performance against bookings targets and pricing objectives, adjusting incentive mechanisms to maintain alignment between sales behaviors and strategic revenue goals
Maintain detailed documentation and operational controls for commission calculations, deal approvals, and pricing decisions that support quarterly close processes and external audits

Skills

Key technologies and capabilities for this role

Financial ModelingPricing AnalyticsDeal StructuringRevenue OptimizationCommission ManagementQuota SettingSales OperationsUnit EconomicsValue EngineeringCustomer Lifetime Value

Questions & Answers

Common questions about this position

What experience is required for the Manager, Revenue Operations & Pricing Strategy role?

Candidates need a bachelor's degree in Finance, Business, Economics, or related field, plus 5+ years of progressive experience in deal desk operations, pricing analytics, revenue operations, or strategic FP&A within B2B software companies. An MBA or relevant certifications are valued but not required with strong experience. A deep understanding of B2B/AI software unit economics like CAC, LTV, payback, and TCO modeling is essential.

What are the main responsibilities in this role?

The role involves leading deal structuring, revenue optimization, and incentive management, including providing strategic financial guidance on deal structures, building financial models for unit economics, designing commission programs, developing deal approval frameworks, calculating payouts, monitoring performance, and maintaining documentation.

What is the salary or compensation for this position?

This information is not specified in the job description.

Is this role remote or does it require office work?

This information is not specified in the job description.

What makes a strong candidate for this position?

A strong candidate has 5+ years in deal desk operations, pricing analytics, revenue operations, or strategic FP&A in B2B software, with expertise in unit economics, financial modeling, and commission program design, plus a relevant bachelor's degree.

SoundHound AI

Voice AI platform for conversational experiences

About SoundHound AI

SoundHound provides conversational intelligence solutions through its independent voice AI platform. This platform uses unique technologies called Speech-to-Meaning® and Deep Meaning Understanding® to facilitate fast and accurate voice interactions, allowing users to engage with products and services in a natural way. The company works with a wide range of clients, including well-known brands like Hyundai, Mercedes-Benz, and Netflix, by licensing its voice AI technology. This approach generates revenue through long-term contracts and usage-based fees. SoundHound stands out from competitors by focusing on delivering high-quality conversational experiences across various industries, including automotive and consumer electronics, where advanced voice AI capabilities are increasingly important.

Santa Clara, CaliforniaHeadquarters

2005Year Founded

$317.1MTotal Funding

IPOCompany Stage

Automotive & Transportation, AI & Machine LearningIndustries

201-500Employees