Pricing & Packaging Strategy Lead

About the Team

Strategy & Operations is a small, high-leverage team sitting at the center of the company, led by the VP of Strategy & Operations and reporting directly to the CEO. We own the operating rhythm that keeps the business aligned — including company-wide planning, OKRs, and goal-setting processes — and we take on the cross-functional initiatives and special projects that are too strategic or too sprawling to live cleanly within any single function. We're a team that gets called in when something important needs to get done and it's not obvious who should own it. We're early in building out this function, which means there's a real opportunity to shape how we operate and what we take on as the company scales. We're also deliberate about building this team differently — we expect everyone in S&O to use AI as a daily tool for analysis, modeling, and communication, and to help us discover where it can fundamentally change how a lean team operates at scale.

About the Role

We're looking for a Pricing & Packaging Strategy Lead to own one of the most important levers in our business. This is a specialist role — we're not looking for a generalist who can figure it out, but someone who has done this before and knows the craft: how to structure tiers, how to think about value metrics, how to run a pricing change end-to-end, and how to build the cross-functional alignment that makes it stick.

You'll be the company's internal expert on pricing and packaging — the person Product, Sales, Finance, and Marketing turn to when they have a pricing question, a new feature to monetize, or a deal that needs a judgment call. You'll build this function from the ground up, establishing the frameworks, processes, and institutional knowledge that turn pricing from an ad hoc conversation into a strategic capability.

This role sits within Strategy & Operations and reports to the VP of Strategy & Operations.

Responsibilities

Own Our Pricing & Packaging Strategy

• Evaluate and evolve our current pricing model — tiers, value metrics, add-ons, and packaging structure — with a clear view on where we're leaving revenue on the table or creating friction for customers.
• Build and maintain the financial models that underpin pricing decisions, quantifying the ARR, expansion, and churn implications of changes before we make them.
• Design and run pricing experiments, synthesizing results into clear, actionable recommendations for leadership.
• Stay current on competitive pricing movements and market trends, ensuring our strategy is defensible and differentiated.

Connect Pricing to the Product & GTM Motion

• Partner with Product and Product Marketing to ensure new features and product lines are monetized thoughtfully — packaging decisions should reflect how customers actually derive value, not just what's easiest to ship.
• Work with Sales and Customer Success to understand price sensitivity, deal patterns, and objection trends, feeding those insights back into strategy.
• Conduct or commission willingness-to-pay research and customer segmentation analysis to ground decisions in data rather than assumptions.

Drive Alignment & Operationalize Changes

• Push the Frontier on How This Work Gets Done Bring AI tools into your daily workflow — whether that's accelerating financial modeling, synthesizing competitive intelligence, running scenario analysis, or drafting communications. Identify where AI can collapse timelines or unlock analysis that wouldn't be feasible for a small team otherwise. Share what you learn — part of building this function is building the playbook for how S&O works, and we want that playbook to be AI-native from day one.
• Build the governance structure around pricing: who approves what, how exceptions are handled, how discount policies are enforced, and how changes are communicated.
• Partner with RevOps and Finance to ensure pricing changes are operationally viable — accounting for how they flow through quoting, billing, and financial reporting.
• Lead change management when packaging or pricing evolves, making sure Sales is equipped to position changes confidently and customers experience seamless transitions.

We Are Looking For Someone Who Has

Experience

• 5–8 years of experience, with at least 2–3 years spent specifically in pricing and packaging at a B2B SaaS company — this is a specialist role and that direct experience is required.
• Hands-on experience running a pricing or packaging change end-to-end: from research and modeling through cross-functional alignment, launch, and post-launch evaluation.
• Fluency in SaaS business model fundamentals — you understand how pricing decisions affect ARR, NRR, expansion, churn, and unit economics, and you can model those impacts rigorously.
• Experience working across Product, Finance, Sales, and Marketing to drive alignment on pricing decisions where stakeholders don't always naturally agree.

Skills

• Strong financial modeling skills — you can build a model from scratch, stress-test assumptions, and translate outputs into a clear narrative for leadership.
• Familiarity with pricing research methodologies (e.g., Van Westendorp, conjoint analysis, willingness-to-pay surveys) and when to apply them.
• Clear, concise communicator who can write a one-pager for the CEO, run a working session with Sales, and present a recommendation to the board with equal confidence.
• Comfortable operating with autonomy in ambiguous environments — you're used to defining the problem before solving it.
• Genuinely curious about AI tools and how they apply to strategic and analytical work — you're already using them regularly and can point to specific ways they've changed how you operate, not just speed things up.

Bonus Points

• Familiarity with CPQ tools and how pricing logic flows into quoting and billing systems.
• SQL proficiency or comfort working directly with data and analytics tools.
• Prior exposure to PLG (product-led growth) motions and how pricing intersects with self-serve conversion and expansion.