Why This Job is Featured on The SaaS Jobs
Pricing and packaging sits at the center of how SaaS companies translate product value into durable revenue, and this role is positioned as an early leader of that function. The scope spans both high touch sales and self serve channels, signaling a business that needs a coherent monetization system across multiple routes to market rather than one-off pricing decisions. The emphasis on experimentation, elasticity analysis, and governance also reflects a SaaS context where iteration and measurement are core to commercial strategy.
From a career standpoint, this kind of pricing leadership builds skills that travel well across B2B SaaS: framing ambiguous monetization problems, building models tied to customer segments, and turning analysis into decisions senior leaders can act on. The cross functional operating model with Product, Sales, Marketing, and Deal Desk provides repeated exposure to how SaaS organizations align product strategy with go to market execution, including approval processes and the infrastructure needed to scale pricing changes.
This role tends to suit professionals who enjoy structured thinking and quantitative work, but who also want to influence stakeholders and drive decisions through clear narratives. It is a strong fit for someone ready to own end to end pricing programs, balance research with practical rollout planning, and operate comfortably where the “right” answer is discovered through tests and iteration.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
About the team/role
We are looking for a Pricing Strategy Senior Manager to be an early leader of our pricing strategy function. This is an opportunity to impact our customers, our market position, and our P&L. The ideal candidate is a pricing expert and enthusiast, well-versed in pricing best practices. This person applies structured frameworks, conducts in-depth data analysis and research, and assembles cross-functional teams to solve large, ambiguous problems. The ability to communicate effectively with senior leadership is essential.
What you’ll do
- Serve as the strategic architect for end-to-end pricing and packaging across all go-to-market channels, including both high-touch sales and self-serve models. Lead the transition of successful pricing and packaging concepts into scalable, organization-wide execution.
- Develop data-driven pricing models for new and existing products across customer segments. Establish volume-based price points.
- Design and implement experiments/tests to inform broader rollouts and analyze customer purchasing behavior, price elasticity, cross-price elasticity, promotions success, and other pricing KPIs.
- Partner with Product, Sales, Marketing, Deal Desk, and Go-to-Market leadership to develop pricing for new offerings and evolve existing ones. Drive the Pricing Board approval process.
- Conduct in-depth market research and competitive analysis to inform pricing decisions. Identify and deliver insights as market dynamics evolve.
- Drive proposals to improve AI innovation, pricing intelligence, and monetization infrastructure.
- Define and enforce pricing governance frameworks.
What you bring
- 8+ years of experience, including 5+ years in pricing and packaging within the B2B space. Focused on large P&P changes. Experience with consumption business models or businesses with real COGS is a plus.
- Proven success in developing and launching pricing models that scale across segments and drive measurable impact.
- Ability to collaborate across departments and influence senior stakeholders.
- Experience with PLG and Enterprise Sales monetization models.
- Strong analytical mindset with experience in financial modeling and data-driven pricing.
- Comfortable operating in a fast-paced, product-led environment with strong go-to-market collaboration, thriving in cross-functional teams, and driving efforts forward as a Project Manager.
- Strong ability to distill complex analytical concepts into ultra-succinct documentation for C-staff.
- An A-player mindset with a strong bias for action: you raise the bar, move with urgency, stay resilient through ambiguity, and take ownership to deliver meaningful outcomes.
What you’ll get
- A fast-paced and collaborative environment
- Learning and development allowance
- Competitive cash and equity compensation, and opportunity for advancement
- 100% medical, dental, and vision coverage
- Up to $25K reimbursement for fertility, adoption, and parental planning services
- Flexible PTO policy
- Monthly wellness stipend
