Principal Pricing and Monetization Manager (SaaS)

Location: Remote in the United States; not eligible for hiring in California, Connecticut, New Jersey, New York, Pennsylvania, or Washington.

Estimated annual pay: $141,520–$176,900 for Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, Vermont, or Washington, D.C.; $149,840–$187,300 for New York, New Jersey, Washington State, or California outside the San Francisco Bay Area; $166,400–$208,000 for the San Francisco Bay Area, California. The role may also include equity and a corporate bonus.

Company

Twilio provides communications solutions used by businesses and developers worldwide.

What you will do

• Develop advanced pricing and packaging strategies that generate incremental revenue and margin.
• Align product strategy and roadmaps with monetization frameworks and provide competitor pricing insights.
• Analyze sales, customer behavior, product usage, competitive benchmark, and financial data.
• Coordinate pricing initiatives across GTM Strategy, Product, Sales, Marketing, and Finance.
• Lead complex, multi-stakeholder monetization projects from conception through delivery.

Requirements

• 8+ years of relevant pricing strategy experience, including at least 5 years directly owning pricing and monetization strategies in telecom, SaaS, PaaS, or adjacent industries.
• Hands-on mastery of developing complex pricing models and evaluating monetization frameworks.
• Proven experience leading and delivering complex, multi-stakeholder projects with measurable business impact.
• Exceptional oral and written communication skills, with the ability to translate complex pricing concepts into compelling narratives for peers and senior leaders.
• Bachelor’s degree in a quantitative or business-related field, or equivalent experience.

Nice to have

• Experience in a B2B environment.
• Experience designing and scaling multi-product, platform-level pricing strategies.
• Deep understanding of advanced pricing survey techniques, including conjoint analysis and Van Westendorp.
• Consulting experience, an MBA, or an advanced degree in a quantitative discipline.

Culture & Benefits

• Remote-first work with occasional in-person team gatherings, functional off-sites, or customer meetings.
• Healthcare insurance, 401(k) retirement savings, paid sick time, paid personal time off, and paid parental leave.
• Generous time off, wellness leave, and parental leave.
• Potential eligibility for equity and a corporate bonus plan.
• Culture emphasizing initiative, problem solving, experimentation, inclusion, and community volunteering.

Hiring process

• Applications are intended to remain open until November 19, subject to business needs.
• Twilio uses AI to support hiring efficiency, while hiring decisions are made by employees.
• A formal interview process is required; interviews are not conducted exclusively through text-based messaging apps.