Principal, Pricing & Packaging

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

📋 Description

• Take charge of pricing and packaging for Abnormal AI's email security bundles and new offerings.

• Propose the structure of bundles, pricing strategies, metering options, and a la carte pricing.

• Identify and implement count-based, usage-based, consumption-based, or credit-based pricing models.

• Regularly review and refine pricing and packaging for the current product lineup.

• Establish and maintain a pricing decision-making process involving senior leadership.

• Collaborate with Sales Operations, Billing, and CPQ teams to execute pricing strategies, including rate cards, CPQ configurations, and contract templates.

• Educate sales teams on pricing strategies, the reasoning behind packaging, and negotiation guidelines.

• Conduct analysis on win/loss trends, discount practices, deal sizes, and competitive positioning.

• Perform benchmarking against competitors and related markets.

• Leverage AI tools to simulate pricing scenarios, evaluate deal and usage data, and enhance competitive research.

⛳️ Requirements

• Over 10 years of experience in pricing strategy, packaging, or monetization, preferably within B2B SaaS or cybersecurity sectors.

• Demonstrated success in managing pricing from inception through to execution.

• Direct experience with usage-based, consumption-based, or credit-pool pricing models, particularly for AI or security products.

• Proven ability to manage pricing across an established multi-product portfolio.

• Strong quantitative and analytical skills, including the ability to build pricing models and evaluate deal and discount data.

• Capacity to influence senior stakeholders without direct authority over Product, Sales, or Finance.

• Experience collaborating with Sales Operations, Billing, and CPQ teams.

• Background in cybersecurity or enterprise security software.

• Hands-on experience with CPQ platforms like Salesforce CPQ and deal desk processes is a plus.

• An MBA or equivalent background in strategy, finance, or consulting is a plus.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Equity eligibility.

• Comprehensive benefits package.

• Pre-employment checks conducted in accordance with relevant legislation and company security and privacy standards.