Director of Pricing Strategy & Monetization (SaaS)

TL;DR

Director of Pricing Strategy & Monetization (SaaS/AI): Lead evolution of pricing, packaging, and monetization across hardware, software, cloud, and AI offerings with an accent on simplifying legacy structures, transitioning to subscription/usage-based models, and improving price realization. Focus on establishing governance, driving cross-functional influence, and leveraging analytics/AI for continuous optimization and scalable decisions.

Location: USA Remote. Must be U.S. based and able to work East Coast hours.

Company

Leading provider of digital intelligence platform for public sector and law enforcement with hardware, software, cloud, and AI-powered solutions.

What you will do

• Own end-to-end monetization strategy across all product lines, defining value metrics, pricing guardrails, and modular packaging.
• Drive transition to modern SaaS models like subscription, usage-based, and hybrids while simplifying complex SKU structures.
• Establish pricing governance, dashboards, and KPIs to track performance including price realization, retention, and uplift.
• Partner with Finance, Sales, Product, and Marketing to influence decisions, reduce discounts, and align with growth goals.
• Introduce analytic rigor, scenario modeling, and AI-enabled pricing opportunities using market benchmarks.

Requirements

• Must be U.S. based and able to work East Coast hours.
• 10+ years in B2B SaaS pricing/monetization with hands-on subscription/usage-based experience.
• Deep SaaS economics knowledge, value-based pricing, packaging, and price realization expertise.
• Proven simplification of complex pricing and influence in matrixed organizations.
• Strong analytical/financial modeling skills; clear communication with senior leaders.
• BS/BA required; MBA preferred; public sector experience a plus.

Culture & Benefits

• High-visibility, high-impact role influencing revenue and innovation strategy.
• Hands-on leadership with accountability for execution and change management.
• Cross-functional collaboration as strategic partner across key departments.