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Role Description

As Principal Pricing Strategist, you will lead the development of value-based pricing strategies that drive growth, profitability, and competitive advantage. This role combines strategic thinking with strong analytical capabilities.

• Conduct market and customer research.
• Design pricing frameworks.
• Build financial models and business cases.
• Enable go-to-market teams.

Success requires deep SaaS monetization expertise, comfort with quantitative analysis, and proven ability to influence cross-functional stakeholders.

Key Responsibilities

• Market & Customer Research:
  • Lead market opportunity assessment and competitive landscape analysis.
  • Design and execute customer value research including interviews, surveys, and pricing studies.
  • Synthesize insights into actionable pricing recommendations.
• Pricing Strategy Development:
  • Design value-based pricing frameworks and monetization models anchored in customer segmentation.
  • Develop pricing architecture including packaging, value metrics, and discount structures.
  • Manage lifecycle from new product launch through optimization.
• Financial Analysis & Value Quantification:
  • Build financial models and ROI analyses quantifying customer value.
  • Develop customer-facing business cases.
  • Conduct elasticity modeling and pricing experiments.
• GTM Partnership & Enablement:
  • Partner with Product, Marketing, Sales, and Finance to develop comprehensive go-to-market strategies.
  • Create enablement materials and coach customer-facing teams on value-based selling.
  • Advise on deal structure and pricing optimization.
• Strategic Influence & Change Leadership:
  • Present pricing strategies and recommendations to senior leadership.
  • Build consensus across stakeholders for pricing initiatives.
  • Navigate organizational resistance and drive adoption of value-based approaches.

Qualifications

• Bachelor's degree in Business, Economics, Finance, Statistics, or related field; MBA or Master's preferred.
• 8-10 years in pricing strategy, product marketing, or monetization roles with proven SaaS and high-growth experience.
• Deep expertise in value-based pricing methodologies and SaaS business models.
• Strong analytical and quantitative skills; proficiency building financial models, ROI analyses, and business cases.
• Experience conducting market and customer research and translating insights into actionable pricing strategies.
• Proven ability to partner with and influence Product, Marketing, Sales, and Finance teams.
• Excellent communication and presentation skills.
• Strategic thinker who combines big-picture vision with analytical rigor.
• Experience with consumption-based, usage-based, or hybrid pricing models.
• Experience with advanced research methodologies and behavioral economics.

Requirements

• Professional Pricing Society (PPS) certification or equivalent pricing credentials.
• Experience pricing Support, Maintenance, and Professional Services offerings.
• Background in pricing transformations or leading organizational change initiatives.
• Consulting background or fast-paced, high-growth environment experience.
• Familiarity with pricing software platforms.

Benefits

• Competitive compensation and benefits packages.
• Variable incentive pay component.
• Flexible work options.
• Medical and dental insurance.