Your role
As the Pricing Director, you’ll play a crucial role in defining and operationalizing the pricing and commercial go-to-market strategy for Dialpad’s entire portfolio of products. Additionally, you will collaborate cross-functionally with Product, Sales, Marketing, and Finance to drive alignment around our strategies and own the ongoing refinement and optimization of those strategies to support short- and long-term business objectives. As an individual contributor, you will work with teams across the organization to troubleshoot pricing inconsistencies and identify opportunities for operational improvement.
This position reports to our VP of Product Management and has the opportunity to be based in our San Ramon Office with a hybrid schedule.
What You'll Do
- Lead the development of pricing and packaging strategies, incorporating willingness to pay, product strategy, competitive differentiation, and financial analysis to ensure our pricing models maximize customer value and optimize revenue.
- Drive alignment and lead the operationalization of your strategies across Product, Sales, Marketing, and Finance.
- Analyze sales, customer, product, and financial data to identify opportunities, design and test those hypotheses, and foster a culture of fact-based decision-making.
- Partner with Product to understand product strategy and roadmap, supporting the product requirements process with market research and pricing and packaging considerations.
- Partner with Sales to understand the sales motion, customer feedback, and value-based buying decisions to reduce friction in the sales process.
- Monitor and measure pricing strategies to evaluate growth, uncover friction, and refine strategies over time, identifying opportunities to improve current processes and infrastructure.
- Create and manage systems and processes that enable analytics of list, discounting, and “street” pricing trends, including the expected mix of direct and channel (sell-with and sell-through) sales.
- Determine pricing in the company’s sell currencies, including policy for how these international prices are adjusted for local market dynamics and foreign exchange fluctuations.
- Study potential price elasticity, including cross-price elasticity within the company’s product portfolio and versus the company’s competitors.
- Perform periodic deep analysis of competitive pricing and determine how to best optimize the company’s pricing programs to maximize street price and gross margin for Dialpad.
- Develop strategies and agreement constructs that help us address customers’ unique requirements and win agreements at the right price and at scale.
- Work with various cross-functional teams to assess, define, optimize, and scale pricing opportunities for existing and new markets.
Skills you'll bring
- 10+ years of experience as a pricing leader at a cloud software company or top-tier consulting firm with a focus on pricing engagements.
- Experience at a fast-growth, emerging cloud software company where you were responsible for creating and maintaining pricing optimization programs.
- Deep understanding of pricing governance, sales negotiation, and monetization strategies.
- Experience at a large, public cloud software company.
- An entrepreneurial mindset to guide best-in-class pricing practices across the company.
- A proactive influencer who can seek out new opportunities, drive projects, navigate ambiguity, and develop creative solutions with minimal guidance.
- Ability to collaborate and influence across different teams in the organization.
- Bachelor of Science, Bachelor of Administration, or equivalent. An advanced degree (e.g., MBA) is a plus, but not required.
