Sr. Director, Pricing & Packaging
New
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SmartsheetB2B SaaS
You may work remotely from anywhere in the US where Smartsheet is a registered employer.Full-TimeDirector
Salary263,750 - 306,250 USD per year
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Job Details
- Experience
- 10–15+ years in B2B SaaS / cloud, with at least 5+ years in a dedicated pricing, monetization, or commercial strategy leadership role
- Required Skills
- Cross-functional Team LeadershipData analytics
Requirements
- 10–15+ years in B2B SaaS/cloud experience.
- At least 5+ years in a dedicated pricing, monetization, or commercial strategy leadership role.
- Proven end-to-end ownership of at least one major pricing transformation at scale ($500M+ ARR).
- Experience shifting toward consumption or usage-based models.
- Experience in multi-product, multi-segment SaaS environments.
- Demonstrated ability to drive implementation through Product/Engineering, Sales, Finance, and RevOps.
- Strong pricing analytics toolkit including willingness-to-pay research and financial modeling.
- Comfortable working with C-level stakeholders.
Responsibilities
- Own global pricing & packaging strategy across products, segments, and geographies.
- Translate current pricing strategy into an executable monetization roadmap.
- Lead cross-functional alignment across Product, Sales, Finance, RevOps, Customer Success, and Marketing.
- Design and implement consumption and value-based pricing models for platform and AI-driven capabilities.
- Build hybrid models balancing PLG and enterprise sales motions.
- Convert strategy into executable pricing changes, playbooks, and internal tooling.
- Build an analytics capability to track ARR, NRR, ARPU, and price realization.
- Lead customer/market research and run experiments like A/B tests.
- Lead and coach a small, high performing team.
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