Senior Director, Commercial Strategy

Fitch Solutions is currently seeking a Senior Director, Commercial Strategy based out of our New York office.

Fitch Solutions is a leading provider of insights, data and analytics. It informs investment strategies, strengthens risk management capabilities and helps identify strategic opportunities. Its analysts, lawyers, journalists and economists offer in-depth views on credit markets/risk and individual credits, ESG, developed and emerging markets, and industry sectors. Fitch Solutions is part of Fitch Group, a global leader in financial information services with operations in over 30 countries. Fitch Group is owned by Hearst.

By becoming a part of the Fitch Solutions team, you will join a group of colleagues delivering critical data, insightful research, and comprehensive analytics that empower clients to make informed decisions. You'll work in a dynamic environment where innovation is encouraged, and collaboration is key to developing solutions that address the evolving needs of global markets. With a portfolio of best-in-class, award winning brands, we offer you the opportunity to advance your career while contributing to a company known for its expertise and commitment to excellence.

The Senior Director of Commercial Strategy is a critical leadership role responsible for developing, implementing, and managing Fitch Solutions’ pricing and packaging strategies to grow revenue and market share. You will lead a team to optimize commercial models, create targeted and innovative bundling options, and ensure alignment with Fitch Solutions’ overall business objectives and revenue goals. You will collaborate closely with business, product, and commercial teams to drive profitable growth and strengthen Fitch Solutions’ competitive position. This role requires a strategic thinker with a strong analytical background, excellent leadership skills, and deep understanding of value‑based pricing principles.

How You’ll Make an Impact: 

Packaging & Bundling

• Develop overall packaging strategy aligned to client segmentation and company objectives, ensuring global consistency while allowing for local market adaptations.
• Analyze client usage patterns and preferences to identify optimal package and bundle combinations; collaborate with Product and Marketing on compelling value propositions and buyer guides.
• Monitor and analyze competitor pricing strategies, tactics, and product offerings and incorporate learnings into our models.

Pricing Strategy & Process

• Segment‑led design: Convert client segmentation into clear packaging tiers and add‑ons with simple value narratives and fences (e.g., usage thresholds, capability gating, outcome limits).
• Price metrics: Select and operationalize the right price metrics per segment (seats, usage, or outcomes) with thresholds, guardrails, and migration rules.
• Rate cards & bundles: Build rate cards (including for data products/APIs) and create bundling strategies that increase adoption and customer lifetime value while protecting realized price.
• Pilots & elasticity: Design and run new‑logo and renewal pilots; analyze price achievement and realized price vs. target; scale what works.
• Policy & governance: Partner with Commercial Policy to maintain list/target/floor logic, discount bands, and gives/gets; prepare proposals for the Pricing Committee/Council and close the loop with enablement.
• Analytics & controls: Design dashboards and controlling mechanisms to track pricing performance (override rates, win‑rate by band, attach rate, time‑to‑quote, renewal uplift), identify areas for improvement, and measure the impact of packaging initiatives.

Data Products & Usage Pricing

• For data feeds/APIs, align entitlement, identity, and telemetry with Platform; define usage event schemas and thresholds that are measurable, auditable, and customer‑friendly.
• Recommend licensing standards (fair use, caching, redistribution) in partnership with Legal and Contract Governance.

Cross‑Functional Collaboration

• Collaborate effectively with Commercial, Marketing, Product Development, Finance, Legal, and other departments to ensure alignment on strategies and objectives.
• Communicate pricing strategies and decisions clearly to stakeholders at multiple levels; participate in cross‑functional initiatives that improve profitability and accelerate growth. Set a clear roadmap; run disciplined pilots; socialize decisions.
• Partner with Sales Enablement to deliver value statements, objection playbooks, and ROI tools that make it easy to sell value instead of discounts.

You May be a Good Fit if:

• 12+ years in B2B SaaS/Data pricing or product monetization with hands‑on packaging ownership.
• Proven ability to translate segmentation into packages and price metrics; practical Willingness‑to‑Pay and price‑testing experience.
• Strong analytical and financial acumen; comfort with CPQ/CRM/BI; familiarity with usage telemetry concepts.
• Excellent leadership and executive communication; able to simplify complex choices for the field and drive cross‑functional alignment.

What Would Make You Stand Out: 

• Experience pricing data products/APIs and partnering with Legal on licensing/fair‑use rules. 
• Knowledge of Fitch Solutions’ business lines and products; MBA or quantitative background.

Why Choose Fitch: 

• Hybrid Work Environment: 3 days a week in office required based on your line of business and location
• A Culture of Learning & Mobility: Dedicated trainings, leadership development and mentorship programs designed to ensure that your time at Fitch will be a continuous learning opportunity
• Investing in Your Future: Retirement planning and tuition reimbursement programs that empower you to achieve your short and long-term goals
• Promoting Health & Wellbeing: Comprehensive healthcare offerings that enable physical, mental, financial, social, and occupational wellbeing
• Supportive Parenting Policies: Family-friendly policies, including a generous global parental leave plan, designed to help you balance career and family life effectively
• Inclusive Work Environment: A collaborative workplace where all voices are valued, with Employee Resource Groups that unite and empower our colleagues around the globe
• Dedication to Giving Back: Paid volunteer days, matched funding for donations and ample opportunities to volunteer in your community

Fitch is committed to providing global securities markets with objective, timely, independent and forward-looking credit opinions. To protect Fitch’s credibility and reputation, our employees must take every precaution to avoid conflicts of interest or any appearance of a conflict of interest. 

Fitch is proud to be an Equal Opportunity and Affirmative Action Employer. We evaluate qualified applicants without regard to race, color, national origin, religion, sex, sexual orientation, gender identity, disability, protected veteran status, and other statuses protected by law. 

Expected base pay rates for the role will be between $180,000 and $200,000 per year. Actual salaries will be determined on an individualized basis and may vary based on factors including but not limited to education, training, experience, past performance, and other job-related factors.  Base pay is one part of Fitch’s total compensation package, which, depending on the position, may also include commission earnings, discretionary bonuses, long-term incentives, and other benefits sponsored by Fitch.  

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