Senior Pricing & Packaging Director
HybridBoston, Massachusetts, United States or Austin, Texas, United States
Job Summary
Own pricing and packaging across the Tricentis portfolio by designing list pricing, bundling rules, and discount frameworks that balance revenue predictability with customer migration realities. Harmonize inherited models from acquisitions and operationalize the transition to consumption-based pricing while developing a point of view on AI monetization. Partner with Finance, Product Management, and Operations to drive cross-functional workstreams, challenge constructively on price elasticity, and ensure decisions are grounded in customer telemetry. Run the Pricing Steering Committee and Executive Pricing Committee, establish governance policies, and align joint offerings with strategic partners. Work directly with C-Staff to frame monetization tradeoffs, supported by an offshore analyst and the PMO across US, EMEA, and APAC time zones.
Required Qualifications
- 10+ years of progressive experience in pricing, monetization, product strategy, or commercial strategy at enterprise software companies
- at least 3–5 years in a senior pricing-focused role
- Direct experience leading or playing a senior role in a transition to consumption-based or usage-based pricing at a B2B software company
- Track record of designing pricing and packaging across a multi-product portfolio, including post-M&A harmonization
- demonstrated ability to navigate the hard tradeoffs between consistency, migration risk, and time to market
- A demonstrated commercial mindset — you can articulate, from your own experience, why specific customers bought, why specific deals were lost, and how packaging or pricing changed the outcome
- You have spent time with customers and with sellers, not just with data
- Strong analytical foundation — hands-on with Excel and financial modeling
- SQL fluency
- Demonstrated ability to influence senior cross-functional leaders (CFO, CPO, CRO, VP-level peers) through clear thinking and strong written communication
- without relying on positional authority
- Exceptional written and verbal communication
- you can write a one-page brief that a C-Staff member reads and acts on
- defend a recommendation in a room of skeptical executives
- Experience working in an international, multi-time zone organization across multiple sales geographies
- Comfort using modern AI tools as part of how you work — to accelerate analysis, drafting, modeling, and communication
- You will be authorized to work in the U.S. without current or future sponsorship
Desired Qualifications
- Curiosity and a developing point of view on how AI is reshaping enterprise software monetization
- Direct, hands-on experience pricing AI-enabled features or products
- Experience working with or pricing alongside strategic go-to-market partners, where joint offerings require coherent commercial design
- Familiarity with the testing, observability, or developer-tools software categories
- Experience in a PE-backed or growth-stage software company
- Experience managing or working closely with offshore analytical talent
Hiring someone like this?
Get your role in front of qualified candidates on Sorce.