Pricing and Market Strategist

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

📋 Description

• Spearhead pricing and monetization strategies from start to finish — encompassing research (customer discovery, conjoint analysis, willingness-to-pay assessments, economic value estimation), pricing experiments, and data-driven recommendations.

• Ensure that pricing is meticulously aligned with and enhances measurable customer value.

• Develop business cases (ACV, attach rates, win rates, renewal economics, ARR uplift), facilitate their approval through Finance, CRO, and CEO, and implement pricing performance reviews as a consistent quarterly practice with Sales Ops and Finance.

• Oversee the commercial design of NetBrain's emerging SaaS products, including value metrics, subscription models, usage-based and hybrid structures, edition strategies, and the transition from existing models.

• Specify MSP and segment-specific pricing frameworks in conjunction with the core direct-sale model, covering MSP structures (per-tenant, per-managed-device, white-label, pooled-license), enterprise and mid-market discount and ramp structures, federal and service-provider variations, and the guidelines for direct sales versus sales through a partner or MSP.

• Operationalize the NetBrain Ideal Customer Profile (ICP) and align our commercial model accordingly.

• Adjust pricing, packaging, and offer structures to maximize value for each segment; measure the value created by NetBrain per segment and convert that into value cases that guide pricing decisions and sales discussions.

• Transform the ICP into commercial guidelines (price floors, packaging defaults, discount norms) for each segment, including explicit 'do not pursue' instructions.

• Maintain a sales-ready perspective on competitor pricing, packaging, discounting, and offer structuring — including list prices, value metrics, bundle architectures, term and ramp structures, channel margins, MSP economics, and SaaS commercial strategies.

⛳️ Requirements

• 6–8 years of experience in Pricing, Monetization, Product Marketing, or Strategy/Operations within the SaaS or enterprise software sector, including at least one role managing pricing and packaging comprehensively.

• Extensive knowledge of SaaS pricing models (subscription, usage-based, hybrid) and principles of value-based pricing as applied to real-world commercial decisions.

• Proficient in pricing research and experimentation — including customer discovery, economic value estimation, conjoint analysis, and willingness-to-pay — and applying findings to commercial actions.

• Experience in constructing TAM/SAM/SOM and market-sizing models, translating market intelligence into go-to-market investments and business decisions.

• Advanced analytical and AI capabilities — using AI, Excel, or Sheets for revenue forecasting, scenario analysis, and business case development regarding pricing strategies.

• Background in alternative commercial models (such as MSP, ISV, Partner) in addition to direct sales initiatives.

• Strong writing and communication skills — credible with the CRO, deal desk, finance, sales, and product teams. Comfortable with ambiguity, low ego, high ownership; effectively fosters alignment without positional authority.

• Experience in network management, automation, observability, or related infrastructure markets.

• Familiarity with transitioning pricing models (from perpetual to subscription, capacity to consumption, on-premise to SaaS).

• Experience in launching or scaling an MSP/managed-service go-to-market strategy alongside a direct sales approach.

• Bachelor’s degree in Business, Economics, Marketing, Strategy, or a related field; MBA is a plus.

• Manual dexterity: Repetitive motions of wrists, hands, and fingers for computer use.

• Capability for stationary tasks: Sitting for extended periods while remaining in a stationary position.

🏝️ Benefits

• 401k and medical/dental coverage.

• Bonuses.