Director, Pricing & Monetization

This is a fully remote position, open to applicants in New Jersey.

📋 Description

• Establish Sprinklr’s multi-year vision and operational model for pricing, packaging, and monetization.

• Oversee monetization priorities including offer architecture, pricing metrics, packaging tiers, bundles, upgrade paths, consumption and outcome-based models, AI monetization, SKU governance, and commercial rollout.

• Provide guidance to the VP of Product Operations and executive leadership.

• Facilitate cross-functional decision-making among Product, Product Marketing, Finance, Sales, Sales Operations, Deal Desk, Billing, Revenue Accounting, Legal, Customer Success, Services, and Enablement.

• Articulate pricing and packaging principles, roadmaps, and decision frameworks for Sprinklr’s product portfolio.

• Develop package structures, tiers, entitlements, add-ons, bundles, and upgrade pathways.

• Create and assess seat, usage, consumption, credit, outcome, and hybrid pricing models.

• Construct business cases, scenario models, back-tests, migration economics, discount architecture, and sensitivity analyses.

• Lead working sessions and executive decision forums from concept through to approval and launch.

• Establish governance and operations for pricing related to offers, SKUs, migrations, exceptions, deprecations, and pricebook modifications.

• Generate pricebooks, packaging maps, SKU definitions, quoting guidelines, migration instructions, FAQs, enablement resources, and seller-facing value narratives.

• Define KPIs and learning agendas, track adoption and commercial results, and suggest revisions.

• Integrate competitive benchmarks, customer research, buyer personas, willingness-to-pay indicators, and product usage into recommendations.

• Develop a sequenced, multi-year monetization roadmap spanning product suites, customer segments, geographies, and channels.

• Design pricing and offer experiments with hypotheses, guardrails, success metrics, and decision-making rules.

• Manage the entire process from problem definition and evidence gathering to modeling, decision-making, system and field asset management, and outcome measurement.

• Create scalable frameworks, mechanisms, and documentation for pricing decisions.

⛳️ Requirements

• 12+ years of progressive experience in B2B technology, enterprise SaaS, pricing, monetization, product strategy, product operations, management consulting, corporate strategy, or a related field.

• Significant leadership experience in enterprise pricing and packaging across a multifaceted portfolio.

• Proven experience in designing and launching complex B2B offers across multiple products, buyer segments, deployment models, or geographical areas.

• Expertise in pricing architecture, packaging design, value metrics, segmentation, willingness-to-pay research, competitive analysis, discount strategies, and migration planning.

• Strong financial and analytical skills, including scenario modeling, unit economics, margin analysis, price-volume-mix considerations, and customer-level back-testing.

• Familiarity with recurring-revenue business models such as seat-based, usage-based, consumption, credits, outcome-based, transaction, or hybrid pricing.

• Ability to influence senior stakeholders in Product, Finance, Sales, and executive roles.

• Demonstrated success in translating strategy into operational execution involving pricebooks, SKUs, quoting workflows, billing requirements, enablement, and performance reporting.

• Advanced proficiency in Excel or similar modeling tools.

• Comfortable working with CRM, CPQ, billing, product usage, and business intelligence data.

• Bachelor’s degree or equivalent practical experience.

• Proven experience leading a team focused on pricing, monetization, commercial strategy, or a related area, while fostering analytical and strategic talent development.

• Experience presenting pricing, portfolio, or business model recommendations to C-suite executives.

• Capability to establish enterprise governance, prioritize competing monetization initiatives, and drive adoption across a global matrixed organization.

• Preferred: experience in enterprise SaaS, customer experience management, contact center, marketing technology, social media management, analytics, or AI software.

• Preferred: experience with monetizing AI, automation, data, API, platform, or agent capabilities.

• Preferred: knowledge of Salesforce, enterprise CPQ/pricebook processes, product telemetry, revenue recognition considerations, and usage-based billing operations.

• Preferred: experience with external pricing advisors or methods such as conjoint analysis, Van Westendorp, Gabor-Granger, value-driver segmentation, and price-volume sensitivity analysis.

• Preferred: MBA or advanced degree.

🏝️ Benefits

• Voluntary healthcare coverage for employees and their families where applicable.

• Paid time off.

• Open Mentoring Program.

• 401k plan with 100% vested company contributions.

• Flexible paid time off.

• Paid holidays.

• Generous caregiver and parental leave policies.

• Life and disability insurance.

• Medical, dental, vision, and prescription drug coverage.

• Discretionary bonus plan, commission plan, and/or equity plan may be available depending on the role.