Pricing & Packaging Director

Team: Product

Location: US

Commitment: Full-time

Workplace Type: remote

Accountabilities:

The Pricing & Packaging Director will lead the organization’s monetization strategy, ensuring pricing decisions align with customer value, market dynamics, and business growth objectives. This role will serve as a key strategic partner across go-to-market, product, finance, and operations teams, while establishing scalable pricing processes and governance.

• Develop and execute pricing and packaging strategies for new and existing products to maximize ARR growth, customer lifetime value, and profitability.
• Define package structures, feature tiers, upgrade paths, pricing models, discount frameworks, and promotional strategies across multiple customer segments.
• Conduct market research, competitive analysis, customer segmentation, and willingness-to-pay studies to identify pricing opportunities.
• Build financial models to evaluate product margins, pricing changes, revenue impact, and long-term business outcomes.
• Partner with Product Marketing and Product Management teams to establish pricing strategies for new product launches and market expansions.
• Optimize product-led growth motions, self-service renewal experiences, and customer upgrade journeys.
• Create scalable pricing operations, governance frameworks, and experimentation methodologies to continuously improve monetization strategies.
• Support sales teams, partners, and internal stakeholders by providing pricing guidance, enablement, and strategic recommendations.
• Present pricing insights, recommendations, and business cases to executive leadership based on customer, market, and financial data.

Requirements:

The ideal candidate brings extensive experience in SaaS pricing, monetization strategy, and cross-functional business leadership, with the ability to combine analytical expertise with strong commercial judgment.

• 10+ years of experience in pricing, strategy, finance, or related roles with deep knowledge of SaaS business models and subscription-based pricing.
• Proven success developing and executing pricing and packaging strategies that improve revenue growth and profitability.
• Experience working across multiple markets, including North America, EMEA, and APJ regions, with direct-to-consumer, product-led growth, and sales-driven business models.
• Strong financial modeling skills with experience evaluating margins, ARR impact, customer lifetime value, and pricing sensitivity.
• Exceptional analytical capabilities, including quantitative analysis, pricing research, competitive intelligence, and market evaluation.
• Strong business acumen with the ability to identify risks, opportunities, and growth levers.
• Demonstrated ability to influence and collaborate with Product, Marketing, Sales, Finance, Data, and executive teams.
• Excellent communication skills with experience presenting complex pricing recommendations to senior leadership audiences.
• Ability to operate strategically while driving execution in fast-moving, ambiguous, and high-growth environments.
• Growth mindset with a willingness to test, learn, and continuously improve pricing approaches.

Benefits:

• Competitive compensation:
  • United States: $176,000 - $264,000 USD annual base salary.
  • Canada: $160,000 - $240,000 CAD annual base salary.
  • Equity grant opportunities and participation in incentive programs where applicable.
  • Comprehensive health and dental benefits.
  • Retirement savings programs, including 401(k) options in the US and RRSP matching in Canada.
  • Generous paid time off policies.
  • Parental leave top-up programs.
  • Remote-first work environment with opportunities for team connection and collaboration.
  • Paid volunteer days and employee recognition programs.
  • Access to professional growth opportunities and resources.
  • Complimentary account access to company products.