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Manager, Pricing and Packaging
Job Description:
- Own the design, maintenance, and continuous improvement of pricing models, including subscription tiers, seat-based, consumption/usage-based, outcome-based, and hybrid structures
- Build and run monetization experiments with Finance and the Director of Product GTM
- Develop and maintain financial models forecasting revenue impact of pricing and packaging changes
- Analyze pricing metrics such as ASP trends, discounting rates, tier attach rates, and expansion revenue contribution
- Conduct competitive benchmarking and maintain buyer and segment views
- Track market shifts and translate them into recommendations for Product GTM leadership
- Conduct or commission willingness-to-pay research and customer value perception studies
- Define and optimize product packages, feature bundling, entitlement logic, and upgrade/expansion triggers
- Build and maintain a packaging decision framework
- Support the Customer One program with pricing and packaging context
- Serve as pricing and packaging subject matter expert across Finance, Sales, Revenue Operations, Product, Services, and GTM
- Build pricing playbooks and deal desk guidance for Sales
- Support launch readiness by defining, documenting, and communicating pricing and packaging
- Prepare analyses, recommendations, and executive-level summaries for senior leadership
- Provide product telemetry requirements input
- Leverage AI-assisted tools to enhance productivity and streamline workflows
- Perform other duties as assigned
Requirements:
- 4–7+ years of experience in pricing strategy, business analysis, revenue operations, strategy consulting, or a closely related analytical role within B2B SaaS or enterprise software
- Demonstrated experience designing or significantly contributing to pricing model development, packaging decisions, or monetization strategy
- Fluency in financial modeling
- Highly analytical with a structured approach to problem-solving
- Experience conducting or applying competitive and market analysis to inform pricing and positioning decisions
- Excellent written and verbal communication skills
- Comfortable working cross-functionally and managing multiple workstreams
- Experience at a CLM, legal tech, legal operations, or adjacent enterprise software company
- Exposure to consumption, usage-based, or outcome-based pricing models
- Familiarity with value-based pricing methodology, conjoint analysis, or willingness-to-pay research techniques
- Experience working with CPQ tools, Salesforce, and BI platforms
- MBA or advanced degree in Finance, Economics, Business, or a related field, and/or a Pricing & Packaging Certification (preferred)
Benefits:
- Healthy work/life balance
- Floating holidays
- Quarterly, no-questions-asked wellness day
- Employee Resource Groups (ERGs)