VP, Pricing & Packaging

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

📋 Description

• Take ownership of the pricing and packaging framework for the entire portfolio, encompassing tiering, licensing metrics, add-on structures, and bundling.

• Create high-quality proposals for the monthly Price Committee, which include analysis, financial models, recommendations, and action registers until closure.

• Oversee discount governance, including band policies and established guardrails.

• Spearhead monetization efforts for NHI governance, AI agent identity, StrongDM, and consumption-based licensing.

• Ensure commercial readiness at product launch, ensuring packaging and pricing are aligned with the product.

• Maintain a single source of truth for pricing, packaging, and quoting guidance.

• Collaborate with Product Marketing to enhance seller enablement.

• Monitor price realization, attach rates, and competitive positioning using competitor pricing, market benchmarks, and win/loss data.

• Report directly to the Chief Product Officer.

• Function as a horizontal L-1 peer to the General Managers of Workforce, Workload, and AI.

⛳️ Requirements

• 12+ years of experience in pricing strategy, monetization, product management, or product marketing.

• 5+ years of experience in a dedicated pricing role.

• Proven track record of establishing a monetization function in previously non-existent scenarios.

• Experience in preparing and defending recommendations to a formal pricing committee or similar decision-making body.

• Demonstrated ability in designing tiered packaging for enterprise software.

• Strong skills in financial modeling, including pricing impacts, ARR, expansion, and discount optimization.

• Established credibility with executive peers and the capability to defend pricing positions under pressure, even without direct authority over sales or finance.

• Cybersecurity or identity security experience is highly preferred.

• Familiarity with NHI, machine identity, or secrets management is strongly preferred.

• Experience with consumption-, usage-, or outcome-based pricing models, in addition to seat-based subscriptions, is strongly preferred.

• Working knowledge of CPQ solutions, such as Salesforce CPQ or Apttus, is strongly preferred.

• Experience in pricing through M&A integration or significant commercial model transitions is strongly preferred.

• An MBA is a plus.

• Successful completion of a comprehensive criminal background check is required upon a conditional offer.

• Verification of education and employment will be conducted upon a conditional offer.

🏝️ Benefits

• Equity.

• Meaningful bonus program.

• Healthcare insurance.

• Pension/retirement matching.

• Comprehensive life insurance.

• Employee assistance program.

• Time off plans.

• Paid company holidays.

• Career progression opportunities.

• Global team environment.

• Competitive salary.