Pricing & Deal Strategy Analyst

About the Role As EnergyHub scales its impact at the grid edge, our commercial models are becoming increasingly sophisticated. We are building complex partnerships that involve cloud-to-cloud integrations, utility grid services, and evolving regulatory landscapes. We need an analytical powerhouse to ensure our pricing reflects our value, protects against industry volatility, and remains competitive across a diverse portfolio of utility clients. The Pricing & Deal Strategy Analyst will report to the Director of Revenue Operations. You will be the primary engine behind our commercial decision-making, responsible for building the models that define how we go to market. This is a high-visibility role sitting at the intersection of Sales, Product, Product Marketing, and Finance, ensuring every proposal is winning for the client, sustainable for the business, and optimized for the grid. Main Responsibilities Pricing Strategy & Grid Value Modeling Commercial Model Development: Build and maintain sophisticated financial models to evaluate pricing for new products, bundles, services, and complex multi-year utility contracts. The "Value Stack" Analysis: Partner with Product, Analytics, Product Marketing, and Market Development to weight pricing models based on device-specific value streams (e.g., peak shedding, frequency regulation, and localized grid relief). Regulatory & Tariff Nuance: Analyze utility tariff structures and regulatory filings to ensure EnergyHub’s offerings remain competitive against traditional utility cost-of-service models and "bring your own device" (BYOD) incentives. New Product Pricing: Define pricing structures for upcoming features and service lines, ensuring they align with long-term margin goals and market expectations. Deal Strategy & Risk Assessment Complex Deal Structuring: Act as the lead analyst for non-standard deals. Model various "what-if" scenarios, including volume-based pricing and performance-based incentives. Sensitivity & Risk Modeling: Develop models to assess commercial risk in performance contracts, simulating various weather scenarios, grid event frequencies, and device participation rates to ensure margin protection. Competitive "Price-to-Win": Analyze how individual proposals fit into the broader business and maintain a competitive library of industry benchmarks to inform "Price-to-Win" strategies on large-scale utility solicitations. Deal Desk Support: Provide the data-backed rationale for the Deal Desk, helping leadership understand the trade-offs of specific deal terms, concessions, or shared-savings arrangements. Commercial Insights & Governance Look-Back Analysis: Conduct post-mortem analyses on existing contracts to compare realized deal performance against historical benchmarks, identifying trends in discounting and yield. Pricing Governance: Help maintain the standard price book and discounting logic within Salesforce and BillingPlatform. Process Automation: Identify ways to turn manual pricing spreadsheets into repeatable, automated tools that Sales can use for self-service on standard deals. Other Duties as assigned Requirements Experience: 5-8 years of experience in Pricing, Strategic Finance, or Commercial Operations, ideally within B2B SaaS, a Utility, or a Renewable Energy technology company. Analytical Excellence: Advanced Excel and financial modeling skills are a must. Experience with SQL for pulling historical performance data is highly preferred. Energy Domain Knowledge: Familiarity with utility business models, demand response, or distributed energy resources (DERs) is a significant plus. Strategic Intuition: You understand the "why" behind the numbers and can translate a technical product roadmap into a logical commercial framework. Communication: Ability to present data clearly to executives as well as stakeholders in Sales, Product, Product Marketing and Finance. You can simplify complex financial and risk-based concepts for non-analytical audiences. Education: Bachelor’s degree in Finance, Economics, Engineering, or a related quantitative field. How You’ll Work You are someone who values rigor and credibility. You believe that the best decisions are made with data, but you also understand the speed of a high-growth sales environment. You are highly collaborative, acting as a supportive partner to the Sales team while maintaining the discipline required to protect the company's long-term interests and grid reliability commitments. You have excellent communication skills; you excel at using data to present compelling arguments and to engage with leadership. Why work for EnergyHub? Collaborate with outstanding people: Our employees work hard, do great work, and enjoy collaborating and learning from each other. Make an immediate impact: New employees can expect to be given real responsibility for bringing new technologies to the marketplace. You are empowered to perform as soon as you join the team! Gain well rounded experience: EnergyHub offers a diverse and dynamic environment where you will get the chance to work directly with executives and develop expertise across multiple areas of the business. Work with the latest technologies: You'll gain exposure to a broad spectrum of IoT, SaaS and machine learning obstacles, including distributed fault-tolerance, device control optimization, and process modeling to support scalable interaction with disparate downstream APIs. Be part of something important: Help create the future of how energy is produced and consumed. Make a positive impact on our climate. About EnergyHub EnergyHub empowers utilities and their customers to create a clean, distributed energy future. We help consumers turn their smart thermostats, EVs, batteries, and other products into virtual power plants that keep the grid stable and enable higher penetration of solar and wind power. To learn more, visit energyhub.com. Company Benefits EnergyHub offers a generous benefits package including 100% paid medical for employees and a 401(k) with employer match. We offer a casual environment, the flexibility to set your own schedule, a fully stocked fridge and pantry, free Citi Bike membership, secure bike rack, gym subsidy, paid parental leave, and an education assistance program. EnergyHub is an Equal Opportunity Employer EOE, Including Disability/Vets. Reasonable accommodations are available for individuals with disabilities throughout the application process. If you are a person with a disability needing assistance with the application process, please contact [email protected]. In connection with your application, we collect information that identifies, reasonably relates to or describes you ("Personal Information"). The categories of Personal Information that we may collect include your name, government-issued identification number(s), email address, mailing address, other contact information, emergency contact information, employment history, educational history, and demographic information. We collect and use those categories of Personal Information about you for human resources and other business management purposes, including identifying and evaluating you as a candidate for potential or future employment or future positions, recordkeeping in relation to recruiting and hiring, conducting analytics, and ensuring compliance with applicable legal requirements and Company policies. By submitting your application, you acknowledge that we may retain some of the personal data that you provide in your application for our internal operations such as managing our recruitment system and ensuring that we comply with labor laws and regulations even after we have made our employment decision. Notice To Third Party Agencies: EnergyHub understands the value of professional recruiting services. However, we are not accepting resumes from recruiters or employment agencies for this position. In the event we receive a resume or candidate referral for this position from a third-party recruiter or agency without a previously signed agreement, we reserve the right to pursue and hire those candidate(s) without any financial obligation to you. Please note that sponsorship of new applicants for employment authorization, or any other immigration-related support, is not available for this position at this time. The base salary range of this opportunity is listed below and is determined within a range based on factors including qualifications, location and experience. This allows opportunity for growth and development within the role. The base salary offered is part of a total compensation package. Base Salary Range $120,000 — $140,000 USD