# Head of Pricing and Packaging, PMM

**Company:** [Justworks](https://hotfix.jobs/companies/justworks)
**Location:** New York, NY
**Role:** Product Marketing
**Salary:** $176k – $211k/yr
**Experience:** 8+ years
**Skills:** Financial Modeling, Pricing Strategy, Monetization, Saas Pricing, Conjoint Analysis, Elasticity Modeling, Competitive Benchmarking, Scenario Planning, Pricing Experimentation, Revenue Modeling
**Posted:** 2026-04-16

> Leads company-wide pricing and packaging strategy for SaaS products, owning monetization outcomes, partnering with Product, Sales, and Finance. Requires 8+ years in pricing/monetization in SaaS, strong analytical skills, and executive influence.

## Job Description

## 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.**

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