Director, Pricing & Packaging

Core Focus

• Develop and implement pricing strategies for existing products that maximize revenue and profitability across multiple product lines and market segments.
• Collaborate with product leaders across various product lines to explore innovative and practical pricing and packaging recommendations for new products, enhancements, and roadmap candidates where necessary.
• Design, recommend, and achieve alignment across cross-functional teams to implement new packaging options for our products and services that resonate with target audiences and meet market demands.
• Partner with sales and product marketing teams to develop pricing and packaging messaging and collateral that effectively communicates value propositions to prospects and customers.
• Conduct market and deal research to identify trends, opportunities, and threats in pricing and packaging, and provide actionable insights to leadership teams.
• Work with finance teams to develop financial models that evaluate product margins and the impact of pricing changes and provide recommendations to executive leadership.

• Anticipate and remove obstacles that slow down or prevent us from implementing our pricing and packaging goals.

Stakeholders

• Regularly interact with senior management on matters concerning pricing and packaging challenges and metrics.
• Liaise with other team members and peers from development, product management, analytics,  customer success, marketing, sales, finance, accounting, and other stake holders to ensure needs are captured into requirements and to drive consensus with pricing and packaging recommendations.
• Strong communication skills with experience in driving a clear narrative on pricing analyses and recommendations, conflict resolution, and consensus-building.

Strategy

• Ability to switch the level of abstraction from the “big picture” strategy to micro-level details depending on the audience and context.
• Support and engage with customers, partners, industry analysts, and executives to build and share our point-of-view and drive strategic pricing initiatives.

• Monitor and analyze market and competitor pricing strategies, and adjust pricing and packaging as necessary to maintain a competitive position in the market.
• Explore special incentive programs and limited time offers with our GTM leadership to help drive product revenue, adoption, and GTM success.

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• A minimum of 8+ years of experience in pricing and packaging related roles.
• 4+ years of software-as-a-service experience.
• An entrepreneurial spirit and track record of building exceptional pricing and packaging strategies that have helped to unlock customer growth and business value.
• Strong analytical skills and comfortable working with quantitative and qualitative analyses, financial modeling, sensitivity analyses, pricing studies, and pricing research.
• Bachelors or equivalent degree in Engineering, Finance, Business Administration or related field. MBA preferred.