Pricing & Packaging Director

This is a fully remote position, open to applicants in United States, +2 more states.

📋 Description

• Collaborate closely with senior leadership to formulate pricing and packaging strategies that drive substantial incremental new business and expansion in ARR growth.

• Identify and comprehend customer value drivers through market research, segmentation, and assessments of customer willingness to pay.

• Lead the aggregation and analysis of market data, industry trends, and competitive pricing intelligence to support strategic decision-making and go-to-market strategies.

• Enhance pricing and packaging frameworks for both new and existing products in alignment with 1Password's growth and profitability objectives.

• Spearhead the repackaging of the B2B offering with multi-tier options to capture value across the market spectrum.

• Collaborate with product marketing to develop pricing and packaging for new products during the launch process. Evaluate market and customer price sensitivity, competitor pricing, and 1Password's financial goals in new and adjacent categories to set initial pricing and test pricing post-launch.

• Formulate the pricing strategy to support the sales of our core products through distributors, resellers, and MSPs across North America, EMEA, and APJ.

• Develop pricing and packaging alternatives for monetizing advanced support and/or professional services offerings.

• Assess opportunities to adjust pricing in B2C and B2B offerings to maximize market share and customer lifetime value.

• Partner with product and technology teams to streamline and enhance the efficiency of product-led growth (PLG) self-service renewal processes, encouraging upgrades to higher product tiers and optimizing renewal rates.

• Create a structured promotions framework in collaboration with GTM, then implement promotions to accelerate and unblock new business pipelines, incentivize expansions and renewals, and simplify the adoption of new products for current customers upon launch.

• Standardize pricing operations and establish robust pricing guidelines and a governance model. Develop a methodology for experimenting with pricing or packaging over time.

• Evaluate operational and alignment challenges with previous and current pricing and packaging, creating a roadmap to reduce 'legacy pricing and packaging debt' over time, then prioritize and execute the necessary work.

• Continuously iterate and optimize the portfolio of product and service packages to complement enhancements to the product suite, ensuring customer success throughout their lifecycle.

• Provide regular updates to executive leadership, presenting actionable proposals and recommendations based on market intelligence, competitive insights, and Voice of Customer feedback.

• Educate the organization on new pricing and packaging through active involvement in Billing and Revenue Operations team meetings, GTM enablement sessions, and town hall presentations.

• Serve as the primary point of contact for all pricing inquiries from cross-functional teams, partners, and analysts.

⛳️ Requirements

• Over 10 years of experience in pricing, strategy, finance, or a related field, with a deep understanding of SaaS business models and subscription pricing.

• Proven hands-on experience in developing pricing and packaging strategies that optimize revenue and profitability across new and existing products, catering to a variety of customer segments.

• Experience working across North America, EMEA, and APJ markets, including direct-to-consumer, PLG, and sales-driven go-to-market approaches.

• Extensive experience collaborating with finance teams to create financial models that assess product margins and the effects of pricing modifications on ARR and LTV.

• Exceptional analytical capabilities and proficiency in conducting quantitative and qualitative analyses, financial modeling, sensitivity analyses, pricing studies, and pricing research.

• Strong business acumen to assess and analyze key business drivers, risks, and opportunities.

• Excellent collaborator able to influence cross-functional teams and leverage partnerships across product, marketing, sales, finance, and data to implement the pricing and packaging strategy.

• Effective communicator capable of articulating a clear narrative regarding pricing analyses and recommendations for an executive audience, fostering consensus and resolving conflicts at all organizational levels.

• A strategic thinker and operator who can convert strategy into actionable plans while guiding a team to effectively execute those plans in a dynamic and high-growth environment.

• Possess a growth mindset that consistently evaluates and refines approaches based on feedback to maximize impact and effectiveness for the business, customers, and colleagues.

🏝️ Benefits

• Immediate enrollment in 1Password's benefits program (health, dental, 401k, and many more).

• Access to our generous paid time off policy.

• An equity grant.

• Participation in our incentive programs.