Director, Pricing & Packaging

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the development of pricing and packaging strategies, encompassing value metric definitions, packaging architecture, and the evolution of pricing models.

• Tailor pricing strategies to emphasize land-and-expand dynamics and foster long-term customer value growth.

• Formulate and implement Granicus' AI monetization strategy for the rapidly growing GXA product line.

• Oversee the complete lifecycle of pricing changes, including migrations, SKU redesigns, and change management processes.

• Manage the implementation of changes across various departments such as sales, operations, product management, customer success, renewals, finance, and marketing.

• Identify and articulate value metrics and monetization frameworks, which may include seat-based, usage-based, and outcome-based models.

• Provide recommended solutions and consistent updates to senior leadership and executives.

• Collaborate with Product and Finance teams to synchronize pricing with the product roadmap, cost-to-serve, and unit economics.

• Direct the processes of Granicus' Pricing Committee.

• Operationalize pricing through sales enablement, discounting strategies, and alignment with CPQ systems.

• Act as the internal authority on contemporary SaaS and AI monetization trends.

• Report directly to the Head of Corporate Strategy and Transformation, while also having dotted-line responsibilities to the CRO, CPO, and CFO.

• Safeguard Granicus' information assets and ensure compliance with data privacy regulations.

⛳️ Requirements

• A minimum of 7 years of experience in pricing, product marketing, strategy, or related fields.

• Experience in leading significant aspects of a pricing transformation initiative.

• Proven capability to manage cross-functional projects and drive change within a matrixed organization.

• Strong analytical and quantitative skills with meticulous attention to detail.

• Ability to merge analytical rigor with decisive judgment and make informed decisions even in the absence of complete data.

• Demonstrated success in a high-pressure, dynamic, and fast-paced environment.

• Deep understanding of SaaS business models and go-to-market strategies.

• Executive presence, strong relationship-building abilities, and effective decision-making skills.

• Proficient in developing financial models, pricing analyses, and comprehensive business cases.

• Advanced Excel and modeling skills complemented by strong storytelling capabilities.

• Preferred: Experience with AI or consumption-based monetization models in a SaaS context.

• Preferred: Familiarity with CPQ tools and pricing operations systems.

• Preferred: Background in govtech, public sector, or mission-driven technology organizations.

• Preferred: MBA or a similar advanced degree in finance, strategy, or a related discipline.

• Responsible for maintaining the confidentiality, integrity, and availability of Granicus' information assets.

• Responsible for ensuring the privacy of employee and customer data and completing necessary privacy training.

🏝️ Benefits

• Flexible Time Off

• Company-Wide Wellbeing Days

• Work From Home Reimbursement

• Multiple Health Plan Options, including a 100% employer-paid plan

• Employer HSA Contributions when enrolled in a High-Deductible Health Plan

• Fitness Reimbursement Program

• On-Demand Mental Health Support, including Headspace and other wellness tools

• Paid Parental Leave for both birthing and non-birthing parents

• Traditional & Roth 401(k) with a generous company match

• Life & AD&D Insurance with 100% employer-paid coverage

• Access to Online Learning Platforms

• Competitive Salary & Bonuses

• Employee Resource Groups

• Coffee with Mark sessions

• Microsoft Teams communities focused on wellness, art, pets, family, parenting, and more

• Special guest sessions addressing employee-related issues