PagerDuty is seeking a GTM-focused, Director, Pricing and Monetization to shape the next evolution of how PagerDuty packages and monetizes its product portfolio. This role sits at the intersection of Product, Marketing, Finance, and Sales — translating product value into commercial outcomes through strategic packaging, tiering, and go-to-market pricing. This role will report to the Head of Product Strategy and Growth and sits within our Product Development organization.
As a cross-functional leader, you'll design and execute pricing strategies that reflect how customers experience and receive value from our offerings. You’ll bring structure to packaging decisions, support migrations to our modern Operations Cloud pricing and packaging plans, and develop messaging and pricing guidance for the field. You’ll influence roadmap monetization, support pricing experiments, and evolve our ability to communicate value effectively to the market.
The ideal candidate brings a marketing-leaning product background, deep pricing intuition, and has operated in later-stage B2B SaaS environments. You’ve worked directly with Sales, Finance, and Product Marketing teams to drive pricing and packaging strategy from concept to customer rollout.
KEY RESPONSIBILITIES
- Lead go-to-market pricing execution and packaging strategy across multiple product lines
- Collaborate with Sales Strategy, Finance, Deal Desk, and PMM to operationalize pricing for the field, including discount guidance, approval workflows, customer messaging, and enablement
- Design and execute packaging migrations, especially as we transition legacy customers to our modern Operations Cloud plans
- Partner with Product teams on monetization strategy and feature/package alignment according to value
- Develop pricing collateral, enablement, and field training materials in partnership with PMM and Enablement
- Bring customer, competitor, and market insights to pricing strategy decisions
- Track performance of pricing initiatives and optimize packaging strategies based on real-world data and usage patterns
- Drive analysis on the effectiveness of pricing by region, product, and customer segment levels
- Develop lifecycle pricing management capabilities to support the solution roadmap & maximize financial return via pricing optimization
BASIC QUALIFICATIONS
- 10+ years of experience in B2B SaaS pricing, product marketing, and/or monetization roles
- Has led or been a key contributor to pricing strategy at a company during its transition toward $1B+ in ARR
- Strong cross-functional collaboration skills and relationship-building credibility with Sales, Product, and field leadership
- Experience managing pricing change (e.g., migrations, repackaging, new monetization levers) in the field, with the communication skills to bring stakeholders along in the field
- Ability to mentor and grow other Pricing roles and people within the organization
The base salary range for this position is 180,000 - 304,000 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.
Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.
Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.
PagerDuty is a flexible, hybrid workplace. We embrace and encourage in-person working as an integral part of our culture. Both our employees and external research tells us that co-located collaboration strengthens connections, drives innovation, and accelerates learning.
This role is expected to come into our San Francisco office 1 day per month, so you can thrive in your new role and fully embrace being a Dutonian!
