# Pricing & Packaging Lead

**Company:** [Hightouch](https://hotfix.jobs/companies/hightouch)
**Location:** Remote
**Role:** Revenue Operations
**Salary:** $200k – $260k/yr
**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
**Posted:** 2026-09-04

> 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.

## Job Description

## 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.

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