Director of Pricing & Monetization

Responsibilities

Product & Monetization

• Define and evolve packaging architecture, including tiers, feature placement, usage-based levers, and entitlement frameworks, in partnership with Product and Engineering.
• Build and maintain a monetization review process that incorporates pricing strategy into product roadmap decisions.
• Lead SKU design and experimentation, developing frameworks to create, test, and iterate on packaging changes.
• Own the monetization platform roadmap, including usage tracking, entitlement flexibility, and SKU experimentation velocity.
• Make cross-functional decisions across Product, Design, Engineering, GTM, Technology, and Revenue Operations regarding feature frameworks, entitlements, metering, and commercialization.
• Provide pricing and packaging leadership to product teams across the portfolio.

Go-to-Market Execution

• Operationalize pricing for the field through discount governance, approval workflows, customer-facing messaging, and enablement materials.
• Lead packaging migration for legacy customers transitioning to modern Operations Cloud plans, including cohort strategy, field playbooks, and customer communications.
• Partner with executive leadership to align pricing strategy with company ARR and growth targets.

Analysis and Planning

• Track pricing initiative performance, including win rates, discounting patterns, migration progress, and ARR impact by segment.
• Build or leverage financial models with Finance to evaluate pricing scenarios and segment-level impact.
• Engage regularly with customers to validate pricing assumptions and identify friction points.
• Modernize billing and quoting infrastructure, pricing calculators, field tools, discount approval workflows, and SKU architecture in partnership with Engineering and Revenue Systems.
• Lead and grow the existing pricing team, including a Pricing Analyst, Pricing Manager, and Technical PM / Monetization Operations role.
• Mentor and develop pricing and product professionals.

Requirements

• 10+ years of experience in B2B SaaS across product management, pricing strategy, and/or monetization.
• Experience owning packaging architecture and feature-tiering decisions end to end.
• Track record of running pricing experiments and measuring commercial impact.
• Strong cross-functional credibility with Sales, Finance, Product, and go-to-market leadership.
• Experience managing pricing changes in the field, including migrations, repackaging, and new monetization models.
• Ability to mentor and grow pricing and product teams.

Nice-to-Haves

• Experience transitioning a company to usage-based or consumption pricing.
• Familiarity with monetization infrastructure, including entitlements, billing systems, and SKU tooling.
• Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerations.
• Experience contributing to pricing strategy at a company scaling toward $1B+ ARR.

Compensation

• Base salary: $180,000–$303,600 USD.
• May also be eligible for bonus, commission, equity, and/or benefits.