Commercial Analyst

Overview

Location: Hybrid – Candidates should be located near a major Abacus office and able to work primarily aligned to Eastern Standard Time business hours (8:00 AM – 5:00 PM EST)

The Commercial Analyst plays a critical role in driving Abacus’ growth, profitability, and scalability by owning the commercial structure behind our solutions. This role is responsible for designing, building, and maintaining scalable pricing models across Abacus Healthcare and Abacus Finance, ensuring our offerings are positioned to win in the market while delivering strong financial outcomes.

This individual serves as a strategic and operational bridge between Finance, Solutions, Sales, Product, and Operations — combining strong financial acumen, business insight, technical capability, and execution excellence. The ideal candidate understands the nuances of how managed services businesses operate, can navigate complex commercial challenges, and is capable of translating highly technical offerings into scalable and profitable pricing structures.

By transforming complex service, product, and platform components into clear, repeatable pricing frameworks, this role enables Abacus to scale efficiently, improve margin performance, and accelerate sales velocity. The Commercial Pricing Analyst ensures that our packaged solutions are not only competitive, but also aligned to client value, operational realities, and long-term strategic growth.

Operating at the intersection of solutions, finance, sales, and operations, this individual serves as the commercial engine that connects what we sell, how we deliver, and how we monetize — ensuring consistency and discipline across client size, complexity, vertical, and geography.

This role supports all current and future Abacus offerings, including managed services (MSP), managed security services (MSSP), incident response, advisory services, AI-enabled solutions, and emerging technology offerings, ensuring a scalable and future-ready commercial framework across the global organization.

The ideal candidate is a true builder and executor — someone who thrives in ambiguity, can create systems and structure from the ground up, and is energized by solving complex business and pricing challenges in a fast-paced environment.

Job Description

Duties and Responsibilities:

Pricing Strategy & Model Development:

• Design, build, and maintain modular pricing calculators and scalable commercial models for packaged service offerings across Abacus Healthcare and Abacus Finance
• Develop sophisticated pricing frameworks based on client size, complexity, consumption patterns, service tiers, and delivery models
• Build pricing structures that support recurring revenue, managed services contracts, consumption-based billing, and event-driven engagements
• Align pricing models to value-based outcomes, profitability objectives, and strategic growth initiatives
• Establish pricing standards that drive consistency across business units while enabling flexibility where required
• Develop pricing models for recurring, consumption-based, and event-driven services (e.g., MSSP, incident response, project-based work)
• Create frameworks for rapidly scoping and pricing time-sensitive engagements (e.g., cyber incident response, advisory surges)
• Continuously refine pricing methodologies to support evolving AI-enabled offerings and emerging technologies

Packaging & Commercial Structuring:

• Translate complex solution components into standardized, scalable, and sellable packages
• Define pricing relationships across products, platforms, services, labor models, and add-on offerings
• Drive bundling strategies that improve margin, attach rates, and client adoption
• Define packaging and pricing approaches for non-standard and high-variability services (e.g., incident response, consulting, specialized cyber services)
• Establish entry-point, expansion, and cross-sell pricing strategies across MSP, MSSP, advisory, and AI-driven service offerings
• Build scalable pricing systems that support commercial growth, operational efficiency, and future product expansion

Financial Alignment & Margin Optimization:

• Partner closely with Finance leadership to embed margin targets, cost structures, and profitability assumptions into all pricing frameworks
• Continuously evaluate pricing performance against delivery cost, profitability, utilization, and contract structure
• Identify and drive opportunities to improve gross margin and commercial discipline across the organization
• Incorporate regional cost structures, labor models, and global delivery considerations into pricing frameworks
• Apply strong financial analysis skills to support strategic business decisions and long-term commercial scalability
• Client Profitability Analysis & Profitability Calculator Ownership Own the base client profitability calculator and underlying assumptions (revenue streams, direct labor, license/vendor pass-through, delivery allocations), ensuring it remains accurate, auditable, and scalable Maintain and continuously improve calculator logic, documentation, version control, and commercial assumptions as offerings evolve Build repeatable client profitability analyses across clients, cohorts, verticals, and service lines to identify margin expansion opportunities and commercial risks Partner with Solutions, Sales, CXM, and Finance to translate profitability insights into actionable recommendations Define governance and refresh cadence for cost drivers including labor rates, utilization assumptions, and vendor pricing changes Evolve profitability tooling from spreadsheet-based models into scalable reporting, dashboards, and automated workflows where possible
• GTM Finance & Billing Special Projects Lead cross-functional commercial and operational projects that support GTM execution where ownership or bandwidth may be limited Partner with GTM leadership to improve quote-to-cash workflows, pricing governance, SKU structures, bundling logic, and discount guardrails Diagnose and resolve recurring billing and invoicing challenges impacting renewals, expansions, and client satisfaction Build scalable self-service tools and commercial resources for Sales and GTM teams Drive targeted system and process enhancements across CRM, CPQ, PSA, ERP, and billing platforms
• Analyze complex vendor agreements and model the financial impact of volume, timing, entitlement, and mid-term contract changes to identify margin risks, validate commercial assumptions, and support more profitable decision-making

Sales Enablement & Deal Acceleration:

• Enable Sales and Solution Architects with intuitive pricing tools, calculators, and commercial guardrails Support complex deal structuring for enterprise, multi-location, and highly customized client environments Improve speed, accuracy, and consistency of the quoting process to accelerate revenue growth Support high-urgency and complex deal scenarios, including incident response, security events, and enterprise transformation initiatives Serve as a trusted advisor to leadership on pricing strategy, commercial risk, and profitability considerations

Tooling, Automation & AI Enablement:

• Lead development and evolution of pricing tools across CPQ, CRM, ERP, and finance systems Ensure alignment between pricing models and platforms such as Salesforce, ServiceNow, Dynamics, and related systems Drive automation initiatives to reduce manual effort and improve scalability of commercial operations Evaluate and leverage emerging AI tools and technologies that improve pricing intelligence, modeling efficiency, forecasting, and commercial decision-making Demonstrate adaptability and curiosity around evolving AI capabilities, automation platforms, and intelligent workflow solutions

Market & Competitive Intelligence:

• Analyze market pricing trends across MSP, MSSP, SaaS, incident response, advisory, and vertical-specific services Benchmark Abacus offerings against competitors and industry pricing standards Provide leadership with insights on pricing strategy, positioning, monetization opportunities, and market competitiveness Stay informed on industry shifts, evolving commercial models, and emerging technology trends impacting managed services

Commercial Governance & Standardization:

• Establish and maintain pricing governance, standards, and approval frameworks across all business units Define discounting guardrails and exception management processes Ensure consistency in how solutions are priced, packaged, and sold globally Act as a central point of control for commercial integrity, pricing discipline, and operational scalability

Knowledge, Skills, and Abilities

• Strong financial background with the ability to understand business operations, commercial drivers, and profitability dynamics at a deep level
• Experience building scalable pricing models, calculators, and commercial frameworks within MSP, MSSP, SaaS, or professional services environments
• Strong preference for candidates with direct experience supporting managed services pricing structures and recurring revenue business models
• Demonstrated ability to solve complex business and pricing challenges while balancing operational realities and financial objectives
• Strong technical aptitude with the ability to work across systems, data, and automation platforms without needing to be deeply engineering-focused
• Proven track record of building systems, processes, pricing structures, and scalable commercial frameworks from the ground up
• Advanced Excel and financial modeling skills required
• Experience with CPQ, CRM, PSA, ERP, and billing systems (Salesforce, ServiceNow, Dynamics, etc.)
• Strong analytical, problem-solving, and execution skills with the ability to manage ambiguity and drive outcomes independently
• Experience leveraging or exploring AI-enabled tools and automation technologies within finance, pricing, operations, or GTM functions strongly preferred
• Excellent communication and cross-functional stakeholder management skills

Qualifications and Experience