The Commercial Manager serves as the critical bridge between Finance and the broader business (Sales, Marketing, Operations). This role is responsible for delivering high-impact commercial analysis that is essential to our continued business growth. Acting as a key strategic partner, you will translate complex financial data into robust commercial frameworks.

This position requires a sophisticated blend of advanced analytical skills, financial acumen, and the communication skills necessary to influence decision-making at all levels of the organization.

Key Responsibilities:

Pricing Strategy & Execution

- Develop and model advanced pricing frameworks (e.g., subscription, tiered, value-based) to drive commercial outcomes and competitiveness.
- Oversee the full pricing lifecycle, including new product introduction pricing, promotional pricing, and annual price reviews/increases.
- Conduct detailed price elasticity analysis and 'what-if' scenario modelling to forecast the impact of pricing changes on volume and revenue.
- Contribute to pricing governance process, ensuring consistent application of pricing policies across all channels and/or geographies.
- Monitor competitor pricing movements, market trends, and macroeconomic factors to proactively recommend agile adjustments to commercial strategies.
- Collaborate with Product and Growth teams to structure monetization strategies for upcoming feature releases and product roadmap expansions.

Commercial Analysis & Revenue Optimisation:
- Lead deep-dive commercial analysis into profitability (e.g. by customer segment, sales channel)
- Contribute to revenue forecasts, budgets, and long-range commercial plans.




- Identify and articulate key drivers of revenue variance and performance gaps, providing timely, actionable insights to the executive team.
- Build and refine commercial KPI tracking and reporting dashboards to uphold transparency across all strategic growth initiatives.
- Analyse customer retention, churn metrics, and Lifetime Value (LTV) vs. Customer Acquisition Cost (CAC) ratios to guide sustainable business investments.
- Champion the continuous improvement and automation of commercial reporting, utilizing financial systems and AI to reduce manual effort and increase data processing speed.

Strategic Business Partnering

- Act as the finance business partner to Sales, Marketing, and Product teams, guiding complex deal structures, evaluate discounts, and ensure proposed terms align with commercial guidelines and profit targets.
- Act as the primary commercial escalation point for Deal Desk operations, reviewing non-standard contract terms and complex agreements.
- Collaborate with Legal and Accounting teams to ensure all custom commercial agreements align with corporate risk policies and revenue recognition standards.
- Translate complex commercial data and models into clear, executive-level summaries and recommendations for non-finance stakeholders.




- Drive cross-functional alignment on commercial priorities and revenue targets.

Key Performance Indicators:

- Revenue Growth Attribution to commercial/pricing strategies
- Decision Impact Value: 10+ high impact insights per year
- Stakeholder Satisfaction Score > 90% positive
- Maintain ≥ 90% accuracy.

Positional Qualifications, Attributes and Skills:

- Bachelor’s degree in finance, Economics, Business, or a related quantitative field.
- 5+ years of progressive experience in a Commercial Finance, FP&A;, or Pricing role , preferably within a SaaS/Subscription environment.
- Advanced proficiency in financial modelling, experience working with data visualization tools (e.g., Power BI, Tableau), and large datasets.
- Demonstrated experience in developing, implementing, and defending strategic pricing models.
- Proven ability to engage, challenge, and influence senior leaders and cross-functional teams with data-driven insights.
- Exceptional attention to detail and an unyielding commitment to data integrity.

Apply now and be part of the team shaping the future of work at ELMO!

ELMO Software Pty Ltd is an equal chance employer, and we encourage applicants from diverse backgrounds to join our team - a commitment reflected in our Reconciliation Action Plan.

As the first software company in Australia and New Zealand to achieve ISO 42001:2023 Certification, we're passionate about responsible, secure and safe AI. Key to this role is an awareness of data privacy and security, as you'll be working with sensitive employee data in accordance with our ISO 27001:2022 Certified security policies.

📌 Commercial Manager (Sydney)
🏢 ELMO Software
📍 Sydney