Summary
Overview
Work History
Education
Skills
Websites
Timeline
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Wendy Burleson

Wendy Burleson

Brighton,Michigan

Summary

Results-driven leader with 10+ years of experience in deal desk operations, sales strategy, and pricing management. Proven track record in driving revenue growth and optimizing deal structures in fast-paced environments. Collaborates with cross-functional teams to develop innovative deal strategies aligned with company objectives. Strong analytical and problem-solving skills, proficiency in CRM tools, and dedication to process improvement.

Overview

18
18
years of professional experience

Work History

Senior Director of Pricing Strategy and Growth

UserTesting
San Francisco, CA
05.2022 - Current
  • At UserTesting, I developed and executed comprehensive pricing model strategies for a dynamic SaaS product portfolio, including leading successful customer platform migrations that contributed to a $30M increase in ARR. As a trusted advisor to the sales field, I provided expert guidance on pricing strategies and deal structures, streamlining processes to enhance deal closure rates. I managed non-standard pricing requests, ensuring a balance between customer needs and company objectives, and led efforts to improve business processes, resulting in a 25% reduction in deal cycle time. I also monitored compliance with pricing processes, driving a 14% increase in unit pricing upon renewals. Leading a high-performance team of analysts and global deal desk members, I fostered a culture of excellence and ensured alignment with organizational goals. Additionally, I regularly presented key performance indicators and strategic insights to the CEO, private equity firm, and Chairman of the Board, supporting informed decision-making and strategic direction at the highest levels.

Head of Americas Deal Pricing

Blue Prism
New York, NY
06.2021 - 05.2022
  • Led SaaS pricing initiatives, recommended pricing structures, improved discounting practices, provided reporting, supported legal teams, built business cases, conducted deal reviews, and ensured compliance with delegation of authority matrix.

Director of Pricing

Ingenico (a Worldline Brand)
San Francisco, CA
04.2014 - 06.2021
  • Developed pricing strategies, analyzed performance data, reduced costs, structured deals, provided RFP responses, promoted profitability, created internal tools, established pricing standards, and formulated goals.

Account Executive, Government - Healthcare - Nonprofit

Chase Paymentech (JPMorgan Chase)
Dallas, TX
03.2012 - 09.2013
  • Responsible for client growth within Government, Higher Education, and Healthcare markets, and developed new business opportunities within the JPMorgan Chase Commercial Banking portfolio.

Director of Technology Alliances

Chase Paymentech (JPMorgan Chase)
06.2006 - 03.2012
  • Managed growth within alliance partner base, negotiated strategic agreements, and implemented marketing campaigns in collaboration with partners.

Education

Master of Business Administration (MBA) -

University of Michigan - Ross School of Business
Ann Arbor, MI

Bachelor of Science (BS), Technical Writing -

Eastern Michigan University
Ypsilanti, MI

Skills

  • Strategic Pricing and Planning
  • Revenue Management
  • Team Leadership
  • Data Analysis
  • Negotiation
  • Deal Structuring
  • Price Model Development
  • Cross-Functional Collaboration
  • Change Management
  • Salesforce, CPQ Proficiency
  • Key Performance Indicators

Timeline

Senior Director of Pricing Strategy and Growth

UserTesting
05.2022 - Current

Head of Americas Deal Pricing

Blue Prism
06.2021 - 05.2022

Director of Pricing

Ingenico (a Worldline Brand)
04.2014 - 06.2021

Account Executive, Government - Healthcare - Nonprofit

Chase Paymentech (JPMorgan Chase)
03.2012 - 09.2013

Director of Technology Alliances

Chase Paymentech (JPMorgan Chase)
06.2006 - 03.2012

Master of Business Administration (MBA) -

University of Michigan - Ross School of Business

Bachelor of Science (BS), Technical Writing -

Eastern Michigan University

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