Pricing & Packaging Lead
Owns pricing and packaging strategy for a diversified enterprise B2B SaaS portfolio, partnering with executives, product, finance, sales, and systems teams. The role requires experience with consumption and hybrid models, complex enterprise deals, CPQ requirements, financial analysis, and practical pricing tools.
About the job
Responsibilities
- Own Hightouch’s pricing and packaging strategy across Platform, Customer Studio, AI products, Event Collection and Real-Time Audiences, Match Booster, and adjacent products.
- Partner with executive and product leadership on value metrics, tiers, platform fees, commits, drawdowns, overage and true-up rules, floors, bundles, and order-form implementation.
- Lead pricing workstreams for material product launches, including willingness-to-pay, win/loss, discount, competitive, margin, and revenue-recognition analysis.
- Rationalize existing pricing frameworks into a coherent price book with list prices, unit definitions, bundling rules, discount guidance, exceptions, renewal uplifts, repricing standards, and legacy-contract migration rules.
- Report discount depth, price realization, and packaging mix to leadership.
- Build pricing enablement resources, calculators, usage-scoping tools, consumption estimators, bundle and multi-year configurators, and approval-threshold lookups.
- Partner with Revenue Enablement to train sales teams on pricing, packaging, value positioning, and negotiation guardrails.
- Support large and complex deals, including seven-figure, multi-product, multi-year, and non-standard opportunities.
- Own business requirements and governance for CPQ product catalogs, price books, pricing rules, bundles, consumption and overage logic, and approval thresholds.
- Partner with GTM Systems on CPQ implementation, testing, and acceptance criteria.
- Advise GTM Compensation on product-based commission and incentive structures.
Requirements
- Experience owning pricing and packaging at a high-growth B2B SaaS company, ideally through product diversification or a pricing-model transition.
- Experience selling to enterprise customers at multi-$100K and $1M+ price points and building price books.
- Experience with consumption and hybrid pricing models, including value metrics, commits, drawdowns, overage, minimums, and true-ups.
- Understanding of revenue recognition, forecasting, margins, and financial impact of pricing and discount structures.
- Experience partnering directly with founders and executive leadership on pricing decisions.
- Experience working with sellers and deal desk on large, complex opportunities.
- Experience writing pricing requirements for CPQ or quote-to-cash systems.
- Fluency with spreadsheets, BI tools, SQL, and AI tooling.
- Ability to build and drive adoption of pricing calculators, scoping models, and documentation.
Nice-to-haves
- Experience launching pricing for AI or usage-metered products.
- Experience with Salesforce CPQ or comparable CPQ systems.
- Experience with enterprise platform packaging and converged multi-product deals.
Compensation
- Salary range: $200,000–$260,000 per year.
Skills
Pricing Strategy, Packaging Strategy, Saas Pricing, Consumption Pricing, Price Books, CPQ, Quote-To-Cash, Revenue Recognition, SQL, Business Intelligence, Salesforce Cpq, Financial Modeling, Deal Desk, AI Tools
Similar jobs
Revenue Operations jobs
Vanta
United States
Leads strategy and operations for Vanta’s Upmarket mid-to-late sales funnel, improving opportunity management, forecasting, complex deal execution, and revenue predictability. Requires 12+ years in GTM, revenue, sales operations, or Deal Desk within B2B SaaS.
Anthropic
San Francisco, CA
Build and operate FP&A systems, integrations, data models, and forecasting infrastructure across Pigment and enterprise finance platforms. The role requires 8+ years of FP&A systems experience, advanced SQL and data engineering skills, and strong knowledge of financial planning and reporting.
Baseten
San Francisco, CABuild the company-wide procurement function for a high-growth AI technology company, establishing scalable processes, systems, controls, vendor management, and sourcing practices. The role requires 8+ years of procurement experience and strong cross-functional collaboration with Finance, Legal, Security, Compliance, IT, and business teams.
Baseten
New York, NYOwn and improve Baseten’s marketing technology infrastructure, data governance, inbound protection, and workflow automation. The role requires 6+ years of B2B SaaS or developer-tooling marketing operations experience, deep Salesforce and marketing automation expertise, and strong systems and QA instincts.
Exa
San Francisco, CA
Build and operate Exa’s deal desk, owning pricing guidance, commercial structuring, approval governance, quoting, bookings discipline, and quote-to-cash execution. The role requires 6+ years in deal desk or related commercial operations, strong Salesforce and CPQ expertise, and experience with consumption-based agreements.