Director of Pricing
Manage deal desk and exception pricing
What You Do Today
Review pricing exceptions requested by sales — discount approvals, custom pricing, and strategic deal structures. Balance revenue protection against deal velocity.
AI That Applies
Deal scoring and discount guidance — AI recommends discount levels based on deal characteristics, competitive situation, and historical win rates at various price points.
Technologies
How It Works
The system ingests deal characteristics as its primary data source. The processing layer applies the appropriate analytical models to the structured data, generating scored outputs that surface the most actionable insights. The output — discount levels based on deal characteristics — surfaces in the existing workflow where the practitioner can review and act on it.
What Changes
Reps get instant guidance: 'For this deal profile, a 12% discount wins 70% of the time. Going to 20% doesn't significantly improve win rate.' Less discounting, better margins.
What Stays
Strategic deal decisions — when to make an exception for a lighthouse customer, how to structure enterprise pricing — need pricing expertise and business context.
What To Do Next
This section won't tell you what your numbers should be. It will show you how to find them yourself. Every instruction below produces a real, verifiable result in your organization. No benchmarks, no projections — just the steps to build your own evidence.
Establish Your Baseline
Know where you are before you move
Before adopting AI tools for manage deal desk and exception pricing, understand your current state.
Without a baseline, you can't measure whether AI actually improved anything. You'll adopt tools without knowing if they're working.
Define Your Measures
What to track and how to calculate it
Time per cycle
How to calculate
Measure how long manage deal desk and exception pricing takes end-to-end today, then after AI adoption.
Why it matters
The most visible improvement is speed. If AI doesn't save time, question whether it's adding value.
Quality of output
How to calculate
Track error rates, rework frequency, or stakeholder satisfaction scores before and after.
Why it matters
Speed without quality is just faster mistakes. Measure both.
Start These Conversations
Who to talk to and what to ask
your VP Operations or COO
“What data do we already have that could improve how we handle manage deal desk and exception pricing?”
They're prioritizing which operational processes to automate
your process improvement or lean lead
“Who on our team has the deepest experience with manage deal desk and exception pricing, and what tools are they already using?”
They understand the workflow dependencies that AI tools need to respect
a frontline supervisor
“If we brought in AI tools for manage deal desk and exception pricing, what would we measure before and after to know it actually helped?”
They see the daily reality that AI tools need to fit into
Check Your Prerequisites
Confirm readiness before you invest
Check items as you confirm them.