Director, Pricing

Role Overview

• Lead pricing and monetization strategy across the product portfolio, aligning customer value, market dynamics, and business objectives.
• Program manage the annual price increase (API) process, including planning, cross-functional coordination, approvals, execution, and post-implementation analysis.
• Analyze buyer behavior, market trends, and competitive dynamics to recommend monetization strategies, including bundles, packaging changes, and new pricing models. AI monetization will be a key area of focus.
• Own pricing operations and governance, including pricing committees, approval workflows, discounting frameworks, and pricing documentation.
• Manage the introduction, modification, and retirement of SKUs, partnering closely with Finance, Revenue Operations, BizApps, Product, and GTM teams to ensure operational readiness.
• Develop and maintain pricing models, financial projections, and KPIs to measure pricing performance, realization, and impact on growth and profitability.
• Partner with Product and GTM teams on commercialization and launches, ensuring pricing, packaging, enablement, and systems are ready to support new offerings.
• Lead cross-functional pricing initiatives such as complex programs, managing timelines, dependencies, risks, and stakeholder alignment.
• Establish scalable processes and tooling to support lead-to-cash pricing execution, billing, and reporting.
• Present pricing insights, recommendations, and outcomes to senior leadership, driving informed decision-making and change management.

Requirements

• 8–10+ years of experience in pricing, monetization, product management, or commercial strategy roles within SaaS, fintech, or enterprise software.
• Proven experience leading pricing strategy, packaging, and monetization initiatives, including subscription and usage-based models.
• Hands-on experience program managing complex pricing initiatives, such as annual price increases and large cross-functional pricing changes.
• Experience with AI monetization strategies, ideally including some A/B testing and transition to way of capturing AI related revenue
• Strong analytical background with experience building pricing models, financial projections, and performance KPIs; advanced Excel required, SQL or BI tools a plus.
• Demonstrated ability to analyze buyer behavior, market trends, and competitive data and translate insights into actionable monetization recommendations (e.g., bundles, SKU rationalization).
• Experience managing SKU lifecycle changes, including introduction and retirement, in partnership with Finance, Revenue Operations, BizApps, and GTM teams.
• Familiarity with pricing governance, discounting frameworks, and lead-to-cash processes, including billing and commercial systems.
• Strong cross-functional leadership skills with the ability to influence without authority and drive alignment across Product, Sales, Finance, and Operations.
• Excellent communication and presentation skills, with experience presenting pricing recommendations and outcomes to senior leadership.
• Bachelor’s degree in Business, Economics, Finance, Marketing, or a related field; MBA or advanced degree preferred but not required.

Tech Stack

• SQL

Benefits

• Work from Anywhere: Your home, a coffee shop, a company paid WeWork
• A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions
• big and small
• each and every day.
• Flexible Working Hours: We support your lifestyle
• the results are what count.
• Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
• Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
• Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
• Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs
• we foster an environment where all employees can grow.
• Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
• Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
• Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.