VP, Pricing & Packaging

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

📋 Description

• Take charge of the pricing and packaging architecture for the entire portfolio, which includes tiering, licensing metrics, add-on structures, and bundling.

• Create high-quality proposals for the monthly Price Committee, encompassing analysis, financial modeling, recommendations, and action tracking until closure.

• Oversee discount governance, including band policies and safeguards.

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

• Ensure that commercial readiness is achieved at launch, allowing packaging and pricing to be delivered alongside 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 analysis.

• Report directly to the Chief Product Officer.

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

⛳️ Requirements

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

• More than 5 years of experience in a dedicated pricing role.

• Proven history of establishing a monetization function from the ground up.

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

• Demonstrated ability to design tiered packaging for enterprise software.

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

• Established credibility with executive peers and the ability to maintain a pricing position under pressure without having direct authority over sales or finance.

• Experience in cybersecurity or identity security 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 tools, such as Salesforce CPQ or Apttus, is strongly preferred.

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

• An MBA is an advantage.

• Successfully pass a comprehensive criminal background check upon a conditional offer.

• Verification of education and employment is required 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.

• Opportunities for career progression.

• Global team environment.

• Competitive salary.