# Director of Pricing & Monetization

**Company:** [PagerDuty](https://hotfix.jobs/companies/pagerduty)
**Location:** San Francisco, CA
**Role:** Product Management
**Salary:** $180k – $304k/yr
**Experience:** 10+ years
**Skills:** B2B SaaS, Pricing Strategy, Monetization, Product Management, Packaging Architecture, Feature Tiering, Pricing Experiments, Usage-Based Pricing, Entitlements, Billing Systems, Sku Management, Financial Modeling, Discount Governance, Revenue Recognition, Go-to-Market Strategy
**Posted:** 2026-08-26

> Leads PagerDuty’s B2B SaaS pricing and monetization strategy, owning packaging, SKU architecture, experiments, deal governance, and migration execution. Requires 10+ years of experience spanning product management, pricing, and monetization, plus strong cross-functional and team leadership.

## Job Description

## 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.

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