Head of Pricing and Packaging

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Requirements:

• 12+ years of experience working in SaaS businesses.
• 5+ years of experience leading pricing and packaging work for a B2B SaaS organization, including 3+ years managing teams.
• Familiarity with user-based pricing and alternate pricing models, self-serve and sales-led go-to-market motions and Mid Market / Enterprise customer buying behavior
• Deep experience with SaaS pricing models, tools, and processes.
• Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams.

Responsibilities:

• Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback.
• Lead a small team of pricing strategists.
• Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data.
• Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making.
• Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results.
• Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs.
• Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out.