Pricing Strategist - Go to Market Pricing
$234,000–$260,000 year
RemoteUnited States or San Francisco, California, United States
Job Summary
Develop frameworks and strategies that guide commercial pricing decisions for the sales managed segment. Design commercial constructs, including commitments, incentives, and risk-sharing approaches, while building and evolving discounting frameworks and approval principles. Partner with Sales, GTM Strategy, Finance, Legal, and Product to develop executable proposals and resolve complex commercial questions. Define pricing guardrails and decision principles that support adoption, growth, and long-term scaling. Report to the Head of Go-to-Market Pricing within the Strategic Finance Team.
Required Qualifications
- 6+ years of experience in a strategy role (e.g., consulting, bizops, etc.)
- 3+ years of expertise in pricing and monetization
- Experience with designing discounting frameworks and commercial constructs
- Deep experience with enterprise software or technology commercial models
- Familiarity with usage- or consumption-based pricing
- Ability to design practical commercial constructs and discounting frameworks
- Ability to understand how policy choices show up in frontline execution
- Ability to be an excellent quantitative problem-solver who can build decision-useful models, pressure-test assumptions, and distinguish precision from false certainty
- Ability to exercise strong commercial judgment across customer value, competitive dynamics, economics, and precedent risk
- Ability to influence senior stakeholders and hold a clear point of view while remaining collaborative, curious, and open to new evidence
- Ability to communicate complex pricing choices in simple, decision-oriented language for both executive and customer-facing audiences
- Ability to operate well in a fast-moving environment with incomplete information, balancing speed, rigor, and sound escalation judgment
- Ability to care about building pricing approaches that are clear, fair, and aligned with how customers experience value
Desired Qualifications
- Experience with designing discounting frameworks and commercial constructs is a plus
- Familiarity with usage- or consumption-based pricing is especially valuable
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