Pricing Lead

This is a fully remote position, open to applicants in California, +1 more state.

📋 Description

• Take charge of self-service pricing and packaging, encompassing plans, credits, allowances, rollover, top-ups, annual versus monthly options, and regional pricing.

• Conduct pricing and packaging experiments in collaboration with Growth and Data teams.

• Design the transition from self-serve to enterprise, including triggers, team and workspace structures, seat and credit-pool models, as well as commitment and consumption contracts.

• Provide Sales with pricing playbooks, discount bands, and deal guidelines.

• Develop and disseminate a comprehensive company-wide pricing framework, which includes pricing principles, value metrics, and decision-making processes.

• Facilitate a regular pricing council with Product, Finance, Research, and Go-To-Market teams.

• Establish launch pricing for each Runway model release and define pricing through model deprecation.

• Collaborate with Research and Infrastructure teams on cost-to-serve analysis.

• Determine credit pricing and target margins for third-party models.

• Monitor competitive pricing and collaborate with Partnerships on vendor agreements.

• Ensure per-model margins are transparent throughout the company.

• Communicate pricing adjustments through advance notifications, in-product usage visibility, spending controls, and customer FAQs.

• Recruit and manage a small pricing team over time.

• Partner with billing engineering to execute pricing decisions within systems.

⛳️ Requirements

• 10+ years of experience in pricing, monetization, strategy, or strategic finance.

• 5+ years of direct responsibility for pricing and packaging decisions.

• Proven track record of enhancing revenue, conversion rates, and margins.

• Extensive experience with usage, credit, or consumption-based pricing models.

• Ability to construct cost-to-serve and margin models from computational and inference inputs.

• Knowledge of hybrid seat plus usage pricing models.

• Experience in both self-service and sales-led approaches.

• Proven experience in implementing pricing changes for Product-Led Growth (PLG) subscription products.

• Background in designing enterprise contracts and guidelines.

• Proficiency in pricing experiments, willingness-to-pay research, and cohort analysis.

• Comfort with SQL and financial modeling.

• Capacity to make decisions with incomplete information in a fast-paced, high-accountability environment.

• Exceptional written and verbal communication skills.

• Bonus: pricing experience in an AI lab, AI-native product, API or developer platform, or creative tools company.

• Bonus: experience with pricing third-party or marketplace offerings.

🏝️ Benefits

• Competitive compensation with a focus on pay equity.

• Flexibility to work remotely.

• Open to candidates from around the globe.

• Inclusive workplace that offers equal opportunities for success.

• Potential for future contact regarding job opportunities for up to 4 years, with consent.