Pricing Lead

The Commercial Excellence & Pricing Center of Excellence (COE) is a newly established global function at Thoughtworks, focused on bringing consistency, speed, and rigor to commercial proposal support.

We are seeking a Pricing Lead to establish and lead the India-based team supporting our global business units with standard commercial proposals — primarily Time & Materials rate cards and fixed-price deals below USD 10M. Additionally we would like the COE to become a change agent who helps operationalize the shift away from effort-based pricing and supports the global transformation in how Thoughtworks articulates and captures value. This role combines hands-on deal support, pricing process leadership, and team development in a dynamic, high-growth environment.

Job responsibilities

• Build and Lead the India COE Team: Establish and lead a team of pricing professionals supporting Thoughtworks' global business units. Coach and mentor team members to ensure strong commercial acumen and alignment with value-driven pricing principles. Develop operating rhythms, quality standards, and SLA adherence across regions.
• Drive Value-Based Pricing Practices: Champion the shift from effort-based pricing to value, outcome, and consumption-based models. Collaborate with commercial and solution teams to develop pricing frameworks that reflect the client's business outcomes, not just delivery effort. Support deal teams in quantifying and articulating client value, building financial models and narratives that reinforce Thoughtworks' strategic differentiation. Maintain alignment between pricing models, delivery capabilities, and business objectives.
• Deal Support and Commercial Structuring: Oversee pricing support for proposals and renewals, ensuring accuracy, profitability, and alignment with pricing strategy. Provide analytical and financial modeling expertise to evaluate commercial options and trade-offs. Bring a consistent, disciplined approach to deal reviews and pricing approvals while maintaining agility in turnaround.
• Process, Tools, and Governance: Partner with Finance, Accounting, Legal, and regional commercial teams to design and embed scalable pricing processes and approval frameworks. Drive continuous improvement of pricing models, tools, and templates to support value-based pricing. Ensure adherence to internal controls, governance standards, and commercial policy.
• Collaboration and Change Enablement: Work closely with regional commercial leaders and delivery teams to embed new pricing mindsets and capabilities. Support training and communication initiatives that strengthen commercial literacy across Thoughtworks. Act as a bridge between strategy and execution — translating global pricing principles into practical, repeatable tools and behaviors.

Job Qualifications
Technical Skills

• 10+ years of experience in pricing, commercial finance, or deal structuring within the IT or professional services industry.
• Proven experience in building or leading pricing teams or shared service/COE functions.
• Strong understanding of T&M rate cards, fixed-price engagements, and commercial approval processes.
• Proven ability to design and operationalize value-based, outcome-based, or consumption-based pricing models.
• Experience leading or contributing to commercial transformation initiatives (e.g., moving from time-based to value/outcome-based pricing).
• Strong analytical and financial modeling skills; proficiency with Excel and pricing tools.
• Excellent communication and influencing skills, capable of engaging with senior stakeholders across functions and geographies.
• Track record of building or managing teams within a global or shared services/COE environment.

Professional Skills

• Bachelor's degree in Finance, Business, or a related field; MBA preferred.
• Experience working in consulting or technology-led organizations preferred.

Other things to know
Learning & Development

There is no one-size-fits-all career path at Thoughtworks: however you want to develop your career is entirely up to you. But we also balance autonomy with the strength of our cultivation culture. This means your career is supported by interactive tools, numerous development programs and teammates who want to help you grow. We see value in helping each other be our best and that extends to empowering our employees in their career journeys.

About Thoughtworks
Thoughtworks is a dynamic and inclusive community of bright and supportive colleagues who are revolutionizing tech. As a leading technology consultancy, we're pushing boundaries through our purposeful and impactful work. For 30+ years, we've delivered extraordinary impact together with our clients by helping them solve complex business problems with technology as the differentiator. Bring your brilliant expertise and commitment for continuous learning to Thoughtworks. Together, let's be extraordinary.

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