Job Description
The Commercial Manager serves as the critical bridge between Finance and the broader business (Sales,
Marketing, Operations). This role is responsible for delivering high-impact commercial analysis that is essential to our continued business growth. Acting as a key strategic partner, you will translate complex financial data into robust commercial frameworks.
This position requires a sophisticated blend of advanced analytical skills, financial acumen, and the communication skills necessary to influence decision-making at all levels of the organisation.
Key Responsibilities:
Pricing Strategy & Execution:
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Framework Development: Design and execute advanced pricing strategies (subscription, tiered, value-based) to enhance market competitiveness.
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Lifecycle & Governance: Oversee the pricing lifecycle—from new feature monetization to annual price adjustments, while enforcing policy consistency across channels and geographies.
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Modelling & Market Intelligence: Perform price elasticity analysis, 'what-if' scenario planning, and competitor tracking to proactively adapt commercial strategies.
Commercial Analysis & Revenue Optimisation:
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Profitability & Performance Tracking: Analyse profitability by customer segment and channel, building dashboards to track core commercial KPIs and revenue variances.
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Unit Economics: Evaluate churn, retention, and LTV:CAC ratios to optimize go-to-market investments and support long-range financial planning.
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Automation & Systems: Leverage modern financial platforms, BI tools, and AI automation to streamline commercial reporting processes.
Strategic Business Partnering:
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Cross-Functional Deal Support: Partner with Sales, Marketing, and Product teams on non-standard deal structuring, discount approvals, and Deal Desk escalations.
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Governance & Alignment: Coordinate with Legal and Accounting to balance risk mitigation, revenue recognition standards, and margin protection.
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Executive Communication: Synthesize complex data into clear strategic guidance for non-finance leaders to align teams around broader revenue targets.
Key Performance Indicators:
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Revenue Impact: Measurable revenue growth attributed to pricing and commercial initiatives.
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Strategic Insight: Delivery of 10+ high-impact, actionable insights per year.
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Stakeholder Satisfaction: Internal customer satisfaction rating of $\ge 90\%$.
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Forecast Precision: Maintain commercial forecasting accuracy of $\ge 90\%$.
Qualifications & Competencies:
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Education & Experience: Bachelor’s degree in Finance, Economics, or a quantitative field, paired with 5+ years in Commercial Finance, FP&A, or Pricing (SaaS/subscription context preferred).
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Technical Mastery: Advanced financial modelling expertise, large-dataset analysis, and proficiency with BI tools (e.g., Power BI, Tableau).
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Strategic Influence: Track record of designing pricing frameworks and successfully influencing executive stakeholders with data-driven arguments.
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Commercial Manager in Sydney employer: Pivot Software Ltd
ELMO Software is an exceptional employer that offers a dynamic and collaborative work culture, where you can make a significant impact on the future of HR technology. With a strong focus on employee growth, ELMO provides numerous benefits including hybrid work arrangements, generous parental leave, and in-house learning initiatives, all while fostering a supportive environment that champions innovation and customer success. Located in Australia, ELMO empowers its team members to thrive both personally and professionally, making it a rewarding place to build your career.
