Manager, Pricing and Packaging

Job Description:

  • Own the design, maintenance, and continuous improvement of pricing models, including subscription tiers, seat-based, consumption/usage-based, outcome-based, and hybrid structures
  • Build and run monetization experiments with Finance and the Director of Product GTM
  • Develop and maintain financial models forecasting revenue impact of pricing and packaging changes
  • Analyze pricing metrics such as ASP trends, discounting rates, tier attach rates, and expansion revenue contribution
  • Conduct competitive benchmarking and maintain buyer and segment views
  • Track market shifts and translate them into recommendations for Product GTM leadership
  • Conduct or commission willingness-to-pay research and customer value perception studies
  • Define and optimize product packages, feature bundling, entitlement logic, and upgrade/expansion triggers
  • Build and maintain a packaging decision framework
  • Support the Customer One program with pricing and packaging context
  • Serve as pricing and packaging subject matter expert across Finance, Sales, Revenue Operations, Product, Services, and GTM
  • Build pricing playbooks and deal desk guidance for Sales
  • Support launch readiness by defining, documenting, and communicating pricing and packaging
  • Prepare analyses, recommendations, and executive-level summaries for senior leadership
  • Provide product telemetry requirements input
  • Leverage AI-assisted tools to enhance productivity and streamline workflows
  • Perform other duties as assigned

Requirements:

  • 4–7+ years of experience in pricing strategy, business analysis, revenue operations, strategy consulting, or a closely related analytical role within B2B SaaS or enterprise software
  • Demonstrated experience designing or significantly contributing to pricing model development, packaging decisions, or monetization strategy
  • Fluency in financial modeling
  • Highly analytical with a structured approach to problem-solving
  • Experience conducting or applying competitive and market analysis to inform pricing and positioning decisions
  • Excellent written and verbal communication skills
  • Comfortable working cross-functionally and managing multiple workstreams
  • Experience at a CLM, legal tech, legal operations, or adjacent enterprise software company
  • Exposure to consumption, usage-based, or outcome-based pricing models
  • Familiarity with value-based pricing methodology, conjoint analysis, or willingness-to-pay research techniques
  • Experience working with CPQ tools, Salesforce, and BI platforms
  • MBA or advanced degree in Finance, Economics, Business, or a related field, and/or a Pricing & Packaging Certification (preferred)

Benefits:

  • Healthy work/life balance
  • Floating holidays
  • Quarterly, no-questions-asked wellness day
  • Employee Resource Groups (ERGs)
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