Vice President, Pricing (CA)

PointClickCare • Mississauga, Peel • 2d ago

At PointClickCare our mission is simple: to help providers deliver exceptional care. And that starts with our people. As a leading health tech company that’s founder-led and privately held, we empower our employees to push boundaries, innovate, and shape the future of healthcare.

With the largest long-term and post-acute care dataset and a Marketplace of 400+ integrated partners, our platform serves over 30,000 provider organizations, making a real difference in millions of lives. We also reinvest a significant percentage of our revenue back into research and development, ensuring our employees have the resources to innovate and make a lasting impact. Recognized by Forbes as a top private cloud company and honored as one of Canada’s Most Admired Corporate Cultures, we offer flexibility, growth opportunities, and meaningful work.

At PointClickCare, we empower our people to be the architects of a smarter healthcare future; one that is human-first and accelerated by AI to create meaningful and lasting change. Employees harness AI as a catalyst for creativity, productivity, and thoughtful decision-making. By integrating AI tools into our daily workflows, collaboration is enhanced, outcomes are improved, and every team member has the proficiency to maximize their impact. It all starts with our hiring practices where we uncover AI expertise that complements our mission, and we continue to invest in training and development to nurture innovation throughout the employee journey.

Join us in redefining healthcare — so it doesn’t just survive, it thrives. To learn more about PointClickCare, check out Life at PointClickCare [https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fpointclickcare.com%2Flife-at-pointclickcare%2F&data=05%7C02%7CSandeep.Dhillon%40pointclickcare.com%7Ce9353db140a24fd980f808ddb00013f1%7Cafd0249eca3d42058bf4ac2b6abd0fec%7C0%7C0%7C638860236586947941%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=dIKtrMG7L0sb%2FfLrFRvhcZAmfqfNXTXDTvMsoJkwGvM%3D&reserved=0] and connect with us on Glassdoor [https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.glassdoor.ca%2FOverview%2FWorking-at-PointClickCare-EI_IE452666.11%2C25.htm&data=05%7C02%7CSandeep.Dhillon%40pointclickcare.com%7Ce9353db140a24fd980f808ddb00013f1%7Cafd0249eca3d42058bf4ac2b6abd0fec%7C0%7C0%7C638860236586978442%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=KVgSiL%2ByFmnpxTc5PmuErMwRNwDmTGqUzJIUSIm5fY0%3D&reserved=0]and LinkedIn [https://can01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fpointclickcare%2F&data=05%7C02%7CSandeep.Dhillon%40pointclickcare.com%7Ce9353db140a24fd980f808ddb00013f1%7Cafd0249eca3d42058bf4ac2b6abd0fec%7C0%7C0%7C638860236586994867%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=AFNWMltUX65iQ5E5LFYOrA9bKP10SzKQ7jwcti57q2E%3D&reserved=0].

Travel to Office expectations

For Remote Roles: As this role is remote, there will be in-office events that will require travel to and from the Mississauga and/or Salt Lake City office. These will include, but not limited to, onboarding, team events, semi-annual and annual team meetings.

For Hybrid Roles: As this role is Hybrid, there will be an expectation to reside within commutable distance to the office/location specified in the job listing. This will include, but not limited to, weekly/bi-weekly/monthly events in the office with your specific team. This is a requirement for this role.

Reporting to the Chief Financial Officer, as the Vice President of Pricing, this high-visibility leadership position will play a pivotal role in accelerating and protecting revenue growth for PointClickCare. The Vice President will maximize profitability in alignment with overall enterprise goals through the development and delivery of pricing and value creation strategies across the Senior Care and Acute & Payer portfolio.

Key Responsibilities:

Pricing Strategy and Market Insights
Design a holistic pricing strategy and roadmap to accelerate long-term profitable growth
Determine the monetization strategy for new offerings
Design innovative pricing strategies for AI-powered offerings as well as in support of value-based care models
Leverage market research to understand market landscape, customer perceptions, and key value drivers
Craft pricing strategies that incentivize long-term commitment while balancing short-term revenue goals across the portfolio.
Pricing and Packaging Optimization
Evolve packaging and pricing models to better align with customer needs, value, and willingness-to-pay and inform the product roadmap
Optimize list prices and annual price uplifts across offerings, segments, and markets to maximize business performance
Incubate new commercial programs that deepen customer relationships and encourage greater product adoption
Pricing Governance and Discount Management
Establish deal-specific pricing guidance for Sales with pricing targets and floors
Design discount approval processes and governance that improve price consistency and performance while enabling sufficient sales team flexibility in collaboration with Rev Ops and Finance
Lead the global rollout and measurement of new pricing frameworks and process, including discounting structures and customer migration strategies
Performance Measurement
Establish KPIs to measure pricing performance. Establish feedback mechanisms and iterative processes to refine and adapt pricing approaches based on organizational learning and market dynamics
Strengthen pricing processes and tools to improve workflows and insights
Organizational Transformation and Execution
Partner closely with senior leaders across marketing, product, finance and sales
Design comprehensive change management plans for rolling out new pricing frameworks across the organization including communication plans and enablement programs
Build pricing capabilities across the organization through strategic training and knowledge-sharing initiatives

Your Key Strengths:

Proven track record of success in developing and implementing pricing strategies for large enterprise clients within the SaaS, B2B industry or a closely related industry, such as cloud services or subscription-based models. Knowledge of how recurring revenue impacts pricing strategies is critical.
15+ years of relevant experience in pricing strategy & operations with a proven ability to design and optimize pricing models specific to SaaS (tiered pricing, usage-based pricing, time-bound trigger models, etc.) and understanding the nuances between customer acquisition and retention pricing strategies.
Experience in creating long-term strategic pricing roadmaps that align with company goals, market positioning, and customer needs. The VP will need to anticipate market trends and adjust pricing strategies accordingly.
The ability to leverage advanced data analytics to drive pricing decisions, optimize price points, and understand customer elasticity. Experience with A/B testing, regression analysis, and cohort analysis for pricing strategies is a big plus.
A strong grasp of financial and business metrics (e.g., LTV, CAC, margin analysis, ARR, and MRR) and how pricing decisions impact the overall business strategy.
The VP should excel at customer segmentation and have a strong understanding of value-based pricing (i.e., how pricing should reflect the value delivered to different customer segments). Experience in balancing price sensitivity with delivering tailored solutions for different customer tiers is critical.
Ability to analyze and understand competitive landscapes to develop pricing that differentiates the company’s offering while driving revenue growth.
Knowledge of pricing’s impact on churn, retention, and customer lifetime value. The VP should be capable of crafting pricing strategies that incentivize long-term commitment while balancing short-term revenue goals.

Bonus Skills:

Familiarity with advanced pricing software and tools (such as Price Intelligently, ProfitWell, or Vistaar) is crucial for designing, testing, and managing pricing strategies at scale.
The VP of Pricing should have a strong track record of negotiating large-scale, high-value contracts and partnerships. Their ability to engage in meaningful pricing discussions with customers and partners will be a key asset.
Strong communication skills are essential to sell pricing strategies internally to leadership, sales teams, and other stakeholders. They need to advocate for pricing decisions based on data-driven insights and market trends.
Strong communication skills are essential to sell pricing strategies internally to leadership, sales teams, and other stakeholders. They need to advocate for pricing decisions based on data-driven insights and market trends.
Experience with customer relationship management (CRM) and enterprise resource planning (ERP) systems, such as Salesforce or NetSuite, is important, as these systems often tie into pricing and revenue management workflows.
Familiarity with pricing automation tools and AI-driven pricing algorithms that can optimize prices based on customer behavior, market conditions, and competitive pressures.
Pricing strategy can often change due to mergers or acquisitions. The ideal candidate should have experience in integrating pricing models during M&A activities, harmonizing disparate pricing models, and managing customer expectations.
Generative AI Code Assistants - Use of Generative AI Code Assistants (e.g. Github Copilot) and knowledge of latest Generative AI Model capabilities would be an asset.

\n $212,000 - $235,700 a year At PointClickCare, base salary is one of the many components that make up our total rewards package. The CA base salary range for this position is $212,000 - $235,700 + bonus or commission + equity + benefits. Our salary ranges are determined by job and level. The range displayed on each job posting reflects the target for new hire salaries for the position across all CA locations. Within the range, individual compensation is determined by job-related skills and knowledge, relevant experience including professional and lived experience, and/or work location. Your recruiter can share more information about our total rewards package during the hiring process. \n

Tech G/SL1

LI-Remote

LI-JP1

PointClickCare Benefits & Perks:

Benefits starting from Day 1!

Retirement Plan Matching

Flexible Paid Time Off

Wellness Support Programs and Resources

Parental & Caregiver Leaves

Fertility & Adoption Support

Continuous Development Support Program

Employee Assistance Program

Allyship and Inclusion Communities

Employee Recognition … and more!

It is the policy of PointClickCare to ensure equal employment opportunity without discrimination or harassment on the basis of race, religion, national origin, status, age, sex, sexual orientation, gender identity or expression, marital or domestic/civil partnership status, disability, veteran status, genetic information, or any other basis protected by law. PointClickCare welcomes and encourages applications from people with disabilities. Accommodations are available upon request for candidates taking part in all aspects of the selection process. Please contact recruitment@pointclickcare.com should you require any accommodations.

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PointClickCare is committed to Information Security. By applying to this position, if hired, you commit to following our information security policies and procedures and making every effort to secure confidential and/or sensitive information.

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