Pricing & Packaging Strategy Lead

Role Overview

• Evaluate and evolve our current pricing model — tiers, value metrics, add-ons, and packaging structure — with a clear view on where we're leaving revenue on the table or creating friction for customers.
• Build and maintain the financial models that underpin pricing decisions, quantifying the ARR, expansion, and churn implications of changes before we make them.
• Design and run pricing experiments, synthesizing results into clear, actionable recommendations for leadership.
• Stay current on competitive pricing movements and market trends, ensuring our strategy is defensible and differentiated.
• Partner with Product and Product Marketing to ensure new features and product lines are monetized thoughtfully — packaging decisions should reflect how customers actually derive value, not just what's easiest to ship.
• Work with Sales and Customer Success to understand price sensitivity, deal patterns, and objection trends, feeding those insights back into strategy.
• Conduct or commission willingness-to-pay research and customer segmentation analysis to ground decisions in data rather than assumptions.
• Bring AI tools into your daily workflow — whether that's accelerating financial modeling, synthesizing competitive intelligence, running scenario analysis, or drafting communications. Identify where AI can collapse timelines or unlock analysis that wouldn't be feasible for a small team otherwise. Share what you learn — part of building this function is building the playbook for how S&O works, and we want that playbook to be AI-native from day one.
• Build the governance structure around pricing: who approves what, how exceptions are handled, how discount policies are enforced, and how changes are communicated.
• Partner with RevOps and Finance to ensure pricing changes are operationally viable — accounting for how they flow through quoting, billing, and financial reporting.
• Lead change management when packaging or pricing evolves, making sure Sales is equipped to position changes confidently and customers experience seamless transitions.

Requirements

• 5–8 years of experience, with at least 2–3 years spent specifically in pricing and packaging at a B2B SaaS company — this is a specialist role and that direct experience is required.
• Hands-on experience running a pricing or packaging change end-to-end: from research and modeling through cross-functional alignment, launch, and post-launch evaluation.
• Fluency in SaaS business model fundamentals — you understand how pricing decisions affect ARR, NRR, expansion, churn, and unit economics, and you can model those impacts rigorously.
• Experience working across Product, Finance, Sales, and Marketing to drive alignment on pricing decisions where stakeholders don't always naturally agree.

Benefits

• Comprehensive Medical, Vision, and Dental Care
• Mental Wellness Benefit
• Generous Vacation Policy & Additional Company Holidays
• Enhanced Parental Leave
• Volunteer Time Off
• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break