Head of Pricing & Packaging

Your mission

What you will own

Pricing research & market intelligence.  Own the evidence base that every pricing decision stands on: competitive and market intelligence (including price-aggressive entrants), price analysis of won and lost deals, install-base monetization analysis, and willingness-to-pay research. Build this into a continuously maintained fact base — supported by Analytics and RevOps data — rather than one-off studies.
Monetization strategy.  Design and maintain a coherent packaging architecture across the portfolio: tier structure, feature allocation, add-on logic, and the value metrics that align price with customer value. Define how we monetize AI-powered capabilities — including where premium tiers, add-ons, or consumption-based models are the right answer — so that every launch follows one deliberate logic rather than improvising its own.
Price setting.  Own list pricing and price-point recommendations across products, tiers, segments and regions, grounded in willingness-to-pay evidence, win/loss analysis and margin economics. Define discount guardrails and floors with Sales and Finance, and lead structured price reviews rather than ad-hoc adjustments.
Competitive pricing strategy.  Maintain   understanding of competitor pricing and packaging. Define where we defend value, where we flex, and how we use packaging (not just discounts) to compete, so our response to market pressure is strategic rather than reactive.
Driving the Pricing Board.  All pricing and packaging decisions are made by the Pricing Board (CFO, CRO, CPO; CEO or their delegates). A core element of this role is to be its engine: own the agenda and cadence, prepare the fact base and decision-ready proposals, drive the meetings, and document and track decisions through to execution — so pricing decisions are made on cadence, are data-driven, and stick.

Scope Boundaries
This role owns pricing end to end from insight to decision: pricing research, monetization strategy, and price setting. Pricing operations — deal desk, discount approvals, quoting and billing — remain in Revenue Operations, working within the frameworks and guardrails this role sets. Product positioning and launch execution remain with Product Marketing. Individual deal exceptions stay with Sales and the deal desk, operating within Board-ratified guardrails.

Reporting & Key relationships
This role reports to the Chief Product Officer and sits within the Product organization, with strong working relationships (dotted lines) into Finance and Sales leadership. You drive the Pricing Board (CFO, CRO, CPO, CEO) and collaborate day to day with Product Management (product value and roadmap), Product Marketing (positioning, research and launch), Revenue Operations (pricing operations, guardrails, data access), and Finance (margin and monetization economics). You will present regularly to the executive committee.

Your profile

What you will bring

• 5–8+ years of dedicated pricing and monetization experience in B2B SaaS. Either pricing strategy consulting with a strong SaaS practice or in-house pricing/monetization leadership at a SaaS company.
• Native fluency in the SaaS business model: ARR and net revenue retention mechanics, land-and-expand and renewal dynamics, churn economics, and a practiced sense of how packaging and price changes ripple through these metrics over time.
• Demonstrated ownership of at least one major packaging or pricing-model change end to end: analysis, executive alignment, customer migration, and post-launch measurement.
• Deep command of the pricing craft: value-metric design, packaging architecture, willingness-to-pay research methods, segmentation, and discount/realization analytics.
• Strong analytical fluency — comfortable working directly with revenue, usage and win/loss data and turning it into clear, decision-ready recommendations.
• Executive presence and influence: able to run a decision forum with a CPO, CFO and CRO at the table, align them around a recommendation, hold your ground constructively, and make decisions stick across functions.
• A builder’s temperament — energized by being a function of one at the start, pragmatic about sequencing, and able to deliver insight before perfect data exists.

Nice to have

• Experience with pricing approaches for the AI era is a big plus: monetizing AI-powered capabilities, usage-, consumption- or credit-based models, hybrid subscription-plus-usage architectures, and choosing the right value metric for AI-driven value.
• Familiarity with multi-product portfolios, platform packaging, or post-acquisition pricing harmonization.
• Experience standing up pricing governance (pricing boards or councils, decision-rights frameworks) in a scale-up environment.

Why us?

The economics of enterprise software are being rewritten. AI-powered capabilities are redefining what customers value and what they expect to pay for. More and more, value flows from the outcomes software delivers. This …