Senior Pricing and Market Strategist

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

📋 Description

• Oversee Pricing & Packaging for the Solutions Marketing department.

• Manage pricing and monetization projects from start to finish, incorporating customer discovery, conjoint analysis, willingness-to-pay studies, economic value assessments, pricing experiments, and data-driven recommendations.

• Ensure pricing is closely aligned with quantifiable customer value.

• Develop business cases that encompass ACV, attach rates, win rates, renewal economics, and ARR improvements.

• Guide pricing business cases through the approval processes of Finance, CRO, and CEO.

• Track pricing performance quarterly in collaboration with Sales Ops, Deal Desk, and Finance.

• Direct the commercial design of new SaaS offerings, including value metrics, subscription models, usage-based and hybrid structures, edition strategies, and transitions from existing models.

• Establish MSP and segment-specific pricing models, as well as discount and ramp structures, federal and service-provider variations, and rules for direct versus partner/MSP selling.

• Measure NetBrain's value per ICP segment and convert it into value propositions for pricing decisions and Sales discussions.

• Transform ICP into commercial guidelines, including price floors, default packaging, discount standards, and do-not-pursue recommendations.

• Maintain competitive commercial intelligence regarding pricing, packaging, discounts, value metrics, bundles, term/ramp structures, channel margins, MSP economics, and SaaS commercial strategies.

• Report directly to the VP of Solutions Marketing and act as the pricing liaison for designated products and initiatives.

⛳️ Requirements

• 8-10 years of experience in Pricing, Monetization, Product Marketing, or Strategy/Operations within SaaS or enterprise software, including at least one complete cycle of leading pricing and packaging.

• Comprehensive knowledge of SaaS pricing models (subscription, usage-based, hybrid) and principles of value-based pricing.

• Practical experience with pricing research and experimentation, such as customer discovery, economic value estimation, conjoint analysis, and willingness-to-pay assessments.

• Proven experience in building TAM/SAM/SOM and market-sizing frameworks.

• Advanced analytical capabilities, including proficiency in AI/Excel/Sheets for revenue forecasting, scenario analysis, and business cases for pricing strategies.

• Familiarity with alternative commercial models including MSP, ISV, and Partner, alongside a direct sales approach.

• Excellent writing and communication skills, with established credibility among the CRO, deal desk, finance, sales, and product teams.

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

• Proven track record in navigating transitions between pricing models, such as moving from perpetual to subscription, capacity to consumption, and on-premises to SaaS.

• Background in launching or scaling an MSP/managed-service go-to-market strategy while also managing a direct sales approach.

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

• Manual dexterity for repetitive wrist, hand, and finger movements while using a computer.

• Capability to sit for prolonged periods and maintain a stationary position.

🏝️ Benefits

• Bonus

• 401k

• Medical coverage

• Dental coverage

• Reasonable accommodations in the application process for individuals with disabilities