Pricing and Packaging Insights Lead

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

📋 Description

• Design and oversee the organization's systematic approach to field research, encompassing interviews, listening sessions, and deal reviews.

• Develop methodologies to uncover pricing and packaging signals from the field.

• Differentiate isolated anecdotes from consistent, structural signals across customer-facing teams.

• Convert field feedback into strategic themes and hypotheses for long-term pricing and packaging strategies.

• Assess pricing and packaging questions, alternatives, objectives, methods, tradeoffs, and risks.

• Act as the main advisor and internal authority on pricing/packaging models and field commercial behavior.

• Create authoritative decision-making materials for executive and senior leadership.

• Collaborate with Finance, Product, Revenue Operations, Deal Management, and executive leadership on strategic initiatives.

• Identify systemic risks, unintended incentives, inconsistent applications, and structural complexities.

• Determine when pilots, tests, or feedback loops should be implemented.

• Translate approved decisions into implications and guidance applicable across the field.

• Recognize systemic gaps in guidance, tools, training, or processes.

• Maintain a structured record system for field evidence, decisions, and unresolved questions.

• Provide a comprehensive final readout that includes findings, recommendations, decisions, and a forward-looking strategy.

• Function as an individual contributor without direct management responsibilities.

⛳️ Requirements

• Proven experience in pricing and packaging, commercial strategy, revenue operations, sales strategy, deal desk, solutions engineering, customer success, or a closely related B2B SaaS role.

• Direct involvement with customer-facing teams and the ability to interpret feedback from live customer or deal scenarios.

• Capacity to structure ambiguous problems, synthesize qualitative and quantitative data, and deliver clear recommendations.

• Strong commercial acumen, including the ability to assess customer value, field behavior, business impact, and operational tradeoffs.

• Exceptional written and verbal communication abilities.

• Proficiency in presenting viewpoints to executive stakeholders and field practitioners.

• Capability to work independently in a fast-paced, cross-functional environment.

• Ability to meet defined project mandates within a 3–6 month timeframe.

• Good judgment in managing confidential customer, deal, pricing, and employee information.

🏝️ Benefits

• Restricted Stock Units (RSUs)

• Health insurance

• Vision insurance

• Dental insurance

• Mental health benefits

• Commitment to equal opportunity and diversity

• Disability accommodations