Senior Director, Pricing & Packaging

TL;DR

Senior Director, Pricing & Packaging (SaaS): Own the end-to-end pricing and packaging strategy across product suite by conducting analysis, modeling options, and making recommendations aligning customer value, product adoption, and market dynamics. Lead transition from seat-based to usage-based or hybrid models with an accent on long-term monetization supporting AI-driven platform evolution. Focus on competitive research, financial forecasting, cross-sell motions, and CPQ transformation.

Location: Remote role based in the United States (CA, TX, TN, SC, RI)

Salary: $215,000–$230,000 USD base annually + commission + equity

Company

AI-powered retention engine and CustomerOS platform for customer journey orchestration, trusted by 2,000+ companies.

What you will do

• Own pricing and packaging strategy: analyze, model, recommend based on value, adoption, and market.
• Lead shift to usage/hybrid models and develop monetization for product roadmap and AI evolution.
• Design value metrics, tiering, bundling, upsell, and governance processes for new launches.
• Conduct competitive research, build financial models, track KPIs for pricing impact.
• Partner with Product, Sales, Finance, RevOps on alignment, CPQ, and integrations.
• Present to executives/board, oversee consultancies, support acquisitions.

Requirements

• 10+ years in pricing strategy, business operations, or GTM strategy, ideally B2B SaaS/technology
• Strong analytical/financial modeling (Excel/Sheets, BI like Sigma)
• Competitive/market research turning insights into recommendations
• Clear communication/influence across Product, Sales, Finance
• Familiarity with SaaS models, usage/outcome pricing, AI-driven GTM
• Exceptional problem-solving translating data to strategies
• Executive communication/storytelling

Nice to have

• PE-backed or high-growth SaaS experience
• Pricing consulting (Simon-Kucher, BCG etc.)
• Leading pricing transformations at growth/enterprise SaaS
• Pricing for launches/packaging changes/experimentation
• Salesforce CPQ experience

Culture & Benefits

• Comprehensive benefits: fully covered medical (employee-only), dental/vision, flexible PTO, 401(k)
• $10,000 fertility stipend, global coworking access, quarterly Recharge Holidays
• Equity participation, commission on performance
• Human-First values, collaboration, curiosity, diverse strengths
• Growth opportunities: mentoring, career development
• Occasional travel for meetings/events; inclusive hiring process