Stephen Gustafson
Princeton
Summary
Strategic pricing and commercial operations professional with experience in structuring enterprise technology deals and developing pricing frameworks. Collaborates with sales, legal, finance, and executive leadership to optimize margins and accelerate deal velocity. Expertise in AI-assisted pricing models that enhance deal review efficiency and strengthen governance.
Overview
11
11
years of professional experience
Work History
Sr. Specialist, Strategic Pricing
Comcast Business
Plano
05.2024 - Current
- Serve as a primary commercial advisor for enterprise sales, overseeing deal structuring, pricing strategy, and compliance for high-value, non-standard opportunities.
- Partnered with 100+ rep enterprise sales organization to structure complex multi-product and multi-year deals, enhancing competitiveness while safeguarding profitability.
- Built and deployed an AI-assisted pricing model that reduced deal review time by 50%, improved consistency, and strengthened commercial governance.
- Collaborate with Product Management to develop pricing guidance for emerging technologies aligned with long-range financial and market goals.
- Delivered proactive commercial insights to sales and leadership, accelerating deal velocity and increasing win rates.
- Supported CPQ workflow improvements and approval automation, streamlining quoting accuracy and minimizing sales cycle friction.
- Review 1,000+ monthly orders to ensure pricing accuracy, margin protection, and adherence to commercial policies.
- Work with Legal to structure commercial terms, evaluate non-standard requests, and support cross-functional deal reviews for strategic opportunities.
Financial Analyst
Masergy Communications (acquired by Comcast Business)
Plano
10.2017 - 05.2024
- Structured multi-million-dollar enterprise deals using DCF models and multi-scenario analyses to evaluate profitability and strategic alignment.
- Owned pricing strategy, deal economics, and commercial governance for a global enterprise technology business.
- Managed multimillion-dollar monthly partner commission program, ensuring precision in financial disbursements.
- Developed pricing for new and existing products, ensuring alignment with margin targets and competitive positioning.
- Provided ad-hoc financial analyses to executive leadership, informing commercial strategy and guiding product investment decisions.
- Conducted billing audits on $300M+ annual revenue, identifying discrepancies and preventing revenue leakage.
- Facilitated MasergyComcast integration by developing scalable pricing processes, commercial policies, and training materials.
Junior Pricing Analyst
Masergy Communications
Plano
12.2015 - 10.2017
- Managed internal pricing databases, ensuring accuracy and consistency across pricing workflows to support timely decision-making.
- Assisted multiple sales teams by providing prompt pricing support, facilitating swift responses during fast-moving enterprise deal cycles.
- Collaborated with global carrier vendors to secure competitive pricing for enterprise network solutions, enhancing overall pricing strategy.
Education
Master of Business Administration (MBA) - General Business
Louisiana State University
ShreveportBachelor of Business Administration - Business Economics
Boise State University
Skills
- Enterprise Deal Structuring
- Pricing Strategy & Discount Governance
- Commercial Policy & Escalation Management
- AI-Assisted Financial Modeling
- CPQ & Approval Workflow Optimization
- Deal Economics & Profitability Analysis
- Cross-Functional Deal Reviews
- Salesforce, Excel, Access, PowerPoint
- SQL & Tableau (beginner; willing to learn)
AWARDS
Quarterly Performance Expectations Award Masergy Communications (Q2 FY18, Q4 FY20), Graduating Student Leader Boise State University (2015), Eagle Scout Boy Scouts of America (2010)
Timeline
Sr. Specialist, Strategic Pricing
Comcast Business
05.2024 - Current
Financial Analyst
Masergy Communications (acquired by Comcast Business)
10.2017 - 05.2024
Junior Pricing Analyst
Masergy Communications
12.2015 - 10.2017
Master of Business Administration (MBA) - General Business
Louisiana State University
Bachelor of Business Administration - Business Economics
Boise State University