Head of Pricing

The Head of Pricing will be responsible for the design, execution, and optimization of a cohesive monetization strategy that accelerates revenue growth, improves unit economics, and enhances customer value across B2B, B2C, Partners, and Product-Led Growth (PLG) channels.

Responsibilities

Develop pricing frameworks for Enterprise B2B, B2C, Partnership, and PLG motions; Define feature gatekeeping and bundle structures to drive upsell and expansion paths; Design frictionless self-serve pricing and conversion triggers; Conduct quantitative and qualitative research on customer willingness to pay; Maintain real-time pulse on competitor pricing, discounting trends, and packaging shifts; Establish discounting guardrails and approval workflows for Sales; Partner with Marketing to create pricing pages and sales calculators; Lead A/B tests on price points, trial lengths, and promotional offers; Monitor metrics including Net Revenue Retention, LTV/CAC ratios, and price realization rates; Formalize structure and communications around pricing change rollout; Align with Finance and account teams for consumption-based products

Requirements

8+ years of experience in pricing, revenue operations deal desk operations, or management consulting, preferably within a high-growth SaaS environment; Advanced Excel/Google Sheets and SQL knowledge are non-negotiable; Experience with BI tools (Tableau/Looker) is a plus; A deep understanding of behavioral economics (anchoring, framing, and loss aversion); Experience with optimizing global market penetration; Demonstrated curiosity and practical experience using AI tools in pricing or workflow optimization; ASC 606 and GAAP knowledge are also of value; Growth Mindset: comfortable with ambiguity and can pivot between big picture strategy and finer grained details of a billing system implementation; Passionate about leveling up pricing/packaging literacy as a core Product Management skill; Able to communicate and collaborate effectively with a range of skill maturity in a Product organization

Nice to have

Experience with BI tools (Tableau/Looker) is a plus; ASC 606 and GAAP knowledge are also of value