Manager, Pricing and Packaging

September 30, 2026

Job Description:

Own the design, maintenance, and continuous improvement of pricing models, including subscription tiers, seat-based, consumption/usage-based, outcome-based, and hybrid structures
Build and run monetization experiments with Finance and the Director of Product GTM
Develop and maintain financial models forecasting revenue impact of pricing and packaging changes
Analyze pricing metrics such as ASP trends, discounting rates, tier attach rates, and expansion revenue contribution
Conduct competitive benchmarking and maintain buyer and segment views
Track market shifts and translate them into recommendations for Product GTM leadership
Conduct or commission willingness-to-pay research and customer value perception studies
Define and optimize product packages, feature bundling, entitlement logic, and upgrade/expansion triggers
Build and maintain a packaging decision framework
Support the Customer One program with pricing and packaging context
Serve as pricing and packaging subject matter expert across Finance, Sales, Revenue Operations, Product, Services, and GTM
Build pricing playbooks and deal desk guidance for Sales
Support launch readiness by defining, documenting, and communicating pricing and packaging
Prepare analyses, recommendations, and executive-level summaries for senior leadership
Provide product telemetry requirements input
Leverage AI-assisted tools to enhance productivity and streamline workflows
Perform other duties as assigned

Requirements:

4–7+ years of experience in pricing strategy, business analysis, revenue operations, strategy consulting, or a closely related analytical role within B2B SaaS or enterprise software
Demonstrated experience designing or significantly contributing to pricing model development, packaging decisions, or monetization strategy
Fluency in financial modeling
Highly analytical with a structured approach to problem-solving
Experience conducting or applying competitive and market analysis to inform pricing and positioning decisions
Excellent written and verbal communication skills
Comfortable working cross-functionally and managing multiple workstreams
Experience at a CLM, legal tech, legal operations, or adjacent enterprise software company
Exposure to consumption, usage-based, or outcome-based pricing models
Familiarity with value-based pricing methodology, conjoint analysis, or willingness-to-pay research techniques
Experience working with CPQ tools, Salesforce, and BI platforms
MBA or advanced degree in Finance, Economics, Business, or a related field, and/or a Pricing & Packaging Certification (preferred)

Benefits:

Share Share