Head of Pricing and Packaging, PMM

What You Will Work On

• Define and evolve Justworks’ company-wide pricing and packaging strategy across products, add-ons, bundles, and platform tiers.
• Reinforce pricing principles and guardrails that guide decision-making across Product, Sales, and Finance.
• Design pricing and packaging strategies that support both sales-assisted and self-serve customer journeys, ensuring clarity, flexibility, and efficiency across acquisition and expansion motions.
• Own monetization outcomes tied to company revenue goals, including incremental ARR, expansion revenue, and margin performance.
• Partner with Product leadership to embed monetization strategy early in roadmap planning and solution design.
• Lead pricing strategy for new product launches, expansions, and platform innovations—ensuring alignment between value delivered and price captured.
• Develop and maintain packaging structures that balance simplicity, competitiveness, and expansion opportunity across our multi-solution platform.
• Partner with Revenue and Finance to define discounting strategy, governance, and exception frameworks that support efficient deal execution.
• Drive pricing research initiatives (e.g., willingness-to-pay/conjoint studies, elasticity modeling, competitive benchmarking).
• Build repeatable processes for pricing experimentation and iteration, incorporating data, qualitative insights, and cross-functional feedback loops.
• Collaborate closely with Heads of Customer Journeys and Platform PMM peers to ensure pricing and packaging reinforce our broader positioning and platform narrative across the customer lifecycle.

Qualifications

• Minimum of 8 years of experience in pricing, monetization strategy, product marketing, strategy consulting, finance, or revenue strategy, operating at a Senior Manager level or above in a SaaS or technology company.
• Demonstrated experience leading company-level pricing transformations or monetization programs.
• Experience supporting multi-product or platform businesses, ideally within B2B, fintech, HR tech, payroll, compliance, or benefits environments.
• Proven track record of driving incremental revenue through pricing updates, packaging optimization, and experimentation.
• Deep understanding of sales-assisted and growth-led motions, and how pricing enables both.
• Strong analytical background with comfort assessing retention impact, customer sentiment, and revenue tradeoffs.
• Exceptional cross-functional leadership skills, including executive stakeholder management.
• Experience leading structured experimentation programs tied to business OKRs.

Base wage range for New York City office: $175,500 - $210,600 per year.