Who we are…
Cell Signaling Technology (CST) is a different kind of life sciences company, one founded, owned, and run by active research scientists, with the highest standards of product and service quality, technological innovation, and scientific rigor for over 20 years. We consistently provide fellow scientists around the globe with best-in-class products and services to fuel their quests for discovery.
Helping researchers find new solutions is our main mission every day, but it's not our only mission. We're also dedicated to helping identify solutions to other problems facing our world. We believe that all businesses must be responsible and work in partnership with local communities, while seeking to minimize their environmental impact. That's why we joined 1% for the Planet as its first life science member, and have committed to achieving net-zero emissions by 2029.
The role...
Our Principal Pricing Strategist is a high-impact individual contributor and global expert who designs frameworks to drive revenue, margin, and positioning throughout the product lifecycle.
This role blends rigorous quantitative analysis with senior commercial influence. You will lead by the strength of your insights, moving cross-functional stakeholders toward aligned action. Working with Advanced Commercial Insights analysts, Strategic Marketing, IT, and Sales, you will bridge sophisticated data modeling with practical commercial application to drive CST-aligned strategies. This is for an experienced leader who has driven pricing transformations and seeks to perform their highest-quality work.
What You'll Own
Value Strategy & Price Architecture (35%)
- Architect the value-to-price translation: Develop the frameworks that quantify customer and economic value across segments and use cases, and translate that value into defensible price architecture (list, tiered, bundled, outcome-based, and lifecycle pricing).
- Own the multi-year roadmap: Design and steward a global, value-based pricing strategy that spans the full product lifecycle (NPI, in-market optimization, mature-product defense, end-of-life).
- Segment-level monetization: Partner with Strategic Marketing and Sales leadership to co-develop segment- and channel-specific monetization strategies aligned to market trends, willingness-to-pay, and the CST mission.
Discount, Promotion & Deal Governance (25%)
- Design the discounting framework: Define the philosophy, structure, and guardrails for list-to-net - including discount ladders, volume and loyalty mechanics, contract pricing logic, and exception governance.
- Predictive promotional strategy: Build the analytical foundation and decision rules for promotions and incentives - when to deploy, to whom, at what depth, and how to measure ROI.
- Realization and leakage: Continuously diagnose the gap between intended price and realized price; identify and close sources of revenue leakage and margin erosion through structural fixes rather than one-off interventions.
Strategic Communication & Organizational Alignment (20%)
- Demystify pricing logic: Act as the primary "translator" of value and pricing data - converting models, value cases, and margin analyses into clear narratives that empower Sales to negotiate with confidence and Executives to make informed decisions.
- Lead change management: Drive organizational adoption of value-based pricing and disciplined discounting by articulating the "why" behind changes and ensuring cross-functional teams understand and own the value proposition.
- Executive thought partner: Represent the value-and-pricing point of view in pricing committees, QBRs, and senior leadership forums.
Infrastructure, Analytics & IT Partnership (20%)
- Own the architecture: Serve as business owner for pricing and deal management systems, partnering with IT to translate value and pricing strategy into technical requirements for dynamic, logic-based pricing and quoting tools.
- Actionable analytics: Establish standard KPIs for value capture (price realization, discount discipline, mix, promotional ROI, margin by segment); support pricing impact analysis for QBRs; conduct analysis to identify revenue leakage, margin erosion, and uplift opportunities, and propose recommendations to commercial stakeholders.
- Advanced modeling and collaboration: Direct a team of pricing analysts and data scientists in advanced value, elasticity, conjoint, and discount-response modeling; competitive landscape analysis; and financial impact assessment - serving as the senior thought partner who defines the questions and validates the outputs.
What You Bring
- 10+ years of progressive experience in Pricing, Commercial Strategy, Revenue Management, or Value Strategy, with a meaningful portion in a senior individual contributor or subject matter expert capacity.
- Deep expertise across the value-capture stack - value quantification and articulation, value-based price architecture, lifecycle pricing, discount and promotional strategy, deal governance, and price realization - well beyond list maintenance or price administration.
- Demonstrated ability to drive organizational change and influence senior stakeholders across Sales, Product, Marketing, and Finance without direct authority. Your track record shows decisions that moved because of your analysis, not your title.
- Proven experience as a business owner or architect for pricing, quoting, or deal management systems, with hands-on partnership with IT or engineering teams to define and deliver technical requirements.
- Exceptional communication skills - you can distill sophisticated quantitative analysis into executive narratives and field-ready negotiation tools with equal fluency.
- Expert-level Excel modeling skills and strong proficiency with data visualization platforms (Tableau, Power BI, or equivalent).
- Industry experience in Life Sciences, Pharma, or Biotech - you understand the regulatory, market access, and commercial nuances that shape value and pricing in this space.
- Bachelor's degree in Business, Finance, Marketing, Economics, or a related quantitative field.
What Sets You Apart
- MBA or advanced degree in a quantitative discipline.
- Experience leading a full-scale value-and-pricing transformation across a global organization - from value framework design, through price and discount architecture, through field adoption.
- Hands-on experience with willingness-to-pay research, conjoint analysis, price elasticity modeling, or value-based selling enablement.
- A track record of structuring and directing complex modeling projects in collaboration with analysts or data scientists, serving as the senior thought partner who defines the questions and validates the outputs.
- Recognized internally or externally as a value or pricing thought leader - someone who brings a point of view that challenges conventional thinking and raises the standard of the practice.
This position has a starting base salary range of $162,000 to $227,000 per year, which the company, in good faith, reasonably expects to pay for this role at the time of posting. Actual compensation within this range will be determined based on factors including, but not limited to, relevant skills, qualifications, experience, and internal equity.
What we offer...
At Cell Signaling Technology (CST), we recognize that people will always be our most important asset. Providing a safe, inclusive, and stimulating working environment that understands the importance of diversity, human dignity, and meaningful work is as important as establishing company policies that incorporate excellent health insurance and pay benefits. We recognize that the development of people is the key to their happiness and thus ensure every employee has impactful discussions with their manager and develops actionable performance and professional development plans. Lastly, we are committed to engaging and supporting our employees in committees and philanthropy that benefit their local communities and environment through community investment programs.
Benefits
- Medical (BCBS) and Dental (Delta Dental) plans paid at 90%
- Vision Insurance
- Life Insurance, Short and Long Term Disability
- Flexible Spending accounts
- 401(k) Plan with 6% match
- Tuition Reimbursement
- Generous PTO package
- Parental Leave
- Pet Insurance
- Employee Assistance Program
- Onsite Subsidized Cafeteria
- Free Parking
Cell Signaling Technology (CST) is committed to providing equal employment opportunities to all employees and applicants for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, genetic information, status as a veteran or as a member of the military or status in any group protected by applicable federal or state laws.
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
AGENCIES
All resumes submitted by search firms/employment agencies to any employee at Cell Signaling Technology (CST) via email, the Internet, or in any form and/or method will be deemed the sole property of CST unless CST engaged such search firms/employment agencies for this position and a valid agreement with CST is in place. In the event a candidate who was submitted outside of the CST agency engagement process is hired, no fee or payment of any kind will be paid.
If you are a California resident, more details on how we process your personal information can be found here.
