Manager, Pricing and Packaging

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

📋 Description

• Take responsibility for the design, upkeep, and ongoing enhancement of pricing models, which encompass subscription tiers, seat-based, consumption/usage-based, outcome-based, and hybrid structures.

• Collaborate with Finance and the Director of Product GTM to create and execute monetization experiments.

• Create and sustain financial models that predict the revenue impact of pricing and packaging modifications.

• Evaluate pricing metrics, including ASP trends, discount rates, tier attach rates, and contributions from expansion revenue.

• Perform competitive benchmarking and maintain insights into buyer and segment perspectives.

• Monitor market trends and convert them into actionable recommendations for Product GTM leadership.

• Carry out or commission research on willingness-to-pay and customer value perception studies.

• Define and refine product packages, feature bundling, entitlement logic, and triggers for upgrades/expansions.

• Develop and maintain a framework for packaging decisions.

• Assist the Customer One program by providing pricing and packaging context.

• Act as the pricing and packaging subject matter expert across Finance, Sales, Revenue Operations, Product, Services, and GTM.

• Create pricing playbooks and guidance for the Sales team.

• Ensure launch readiness by defining, documenting, and communicating pricing and packaging details.

• Prepare analyses, recommendations, and executive summaries for senior leadership.

• Offer input on product telemetry requirements.

• Utilize AI-assisted tools to boost productivity and streamline workflows.

• Execute other responsibilities as assigned.

⛳️ Requirements

• 4–7+ years of experience in pricing strategy, business analysis, revenue operations, strategy consulting, or a closely related analytical position within B2B SaaS or enterprise software.

• Proven experience in designing or significantly contributing to the development of pricing models, packaging decisions, or monetization strategies.

• Proficiency in financial modeling.

• Highly analytical with a systematic approach to problem-solving.

• Experience in conducting or applying competitive and market analysis to guide pricing and positioning choices.

• Outstanding written and verbal communication skills.

• Comfortable collaborating cross-functionally and managing several workstreams simultaneously.

• Background in a CLM, legal tech, legal operations, or related enterprise software company.

• Familiarity with consumption, usage-based, or outcome-based pricing models.

• Knowledge of value-based pricing methodologies, conjoint analysis, or willingness-to-pay research methods.

• Experience with CPQ tools, Salesforce, and BI platforms.

• MBA or advanced degree in Finance, Economics, Business, or a related field, and/or a Pricing & Packaging Certification (preferred).

🏝️ Benefits

• Healthy work/life balance.

• Floating holidays.

• Quarterly wellness day with no questions asked.

• Employee Resource Groups (ERGs).