Director of Pricing & Monetization

Pagerduty·Remote(Remote (USA))
Software Development
GTM

WFA Digital Insight

The demand for skilled pricing and monetization leaders in the B2B SaaS space has grown significantly, with a 25% increase in job postings over the past year. As companies like PagerDuty continue to expand their digital operations management platforms, the need for experts who can develop and execute effective pricing strategies has become crucial. With the rise of remote work, companies are looking for candidates who can work collaboratively across teams, drive revenue growth, and thrive in fast-paced environments. Before applying, candidates should be prepared to showcase their experience in product management, monetization, and go-to-market execution, as well as their ability to influence cross-functional teams and drive business outcomes.

Job Description

About the Role

The Director of Pricing & Monetization at PagerDuty will play a critical role in shaping the company's pricing strategy and driving revenue growth. This is a product-first role that requires a deep understanding of customer needs, market trends, and the ability to develop and execute pricing strategies that drive business outcomes. The successful candidate will have a unique blend of product management, monetization, and go-to-market execution experience, with a strong track record of driving revenue growth and improving profitability.

The role will be responsible for defining and evolving PagerDuty's packaging architecture, building and maintaining a monetization review process, and leading SKU design and experimentation. The Director of Pricing & Monetization will also be responsible for operationalizing pricing for the field, including discount governance, approval workflows, and customer-facing messaging.

PagerDuty is a leader in digital operations management, and this role will be critical in driving the company's continued growth and success. The company's platform is used by over 13,000 organizations, including 60 of the Fortune 100, and the demand for its services is expected to continue to grow in the coming years.

What You Will Do

  • Define and evolve PagerDuty's packaging architecture, including tiers, feature placement, usage-based levers, and entitlement frameworks
  • Build and maintain a monetization review process to ensure that pricing strategy is integrated into product roadmap decisions
  • Lead SKU design and experimentation, including the development of frameworks for creating, testing, and iterating on packaging changes
  • Own the monetization platform roadmap, including usage tracking, entitlement flexibility, and SKU experimentation velocity
  • Provide pricing and packaging leadership to other product teams across the portfolio
  • Operationalize pricing for the field, including discount governance, approval workflows, and customer-facing messaging
  • Lead packaging migration execution, including cohort strategy, field playbooks, and customer communication
  • Track and report on pricing initiative performance, including win rates, discounting patterns, migration progress, and ARR impact by segment
  • Build or leverage financial modeling capabilities to inform pricing and monetization decisions

What We Are Looking For

  • 8+ years of experience in product management, monetization, or a related field, with a strong track record of driving revenue growth and improving profitability
  • Experience in B2B SaaS, with a deep understanding of pricing and monetization strategies
  • Strong analytical and problem-solving skills, with the ability to analyze complex data sets and develop actionable insights
  • Excellent communication and collaboration skills, with the ability to work effectively with cross-functional teams
  • Experience with product roadmap development, including the definition of product requirements and the development of business cases
  • Strong understanding of market trends and competitive landscape, with the ability to develop pricing strategies that drive business outcomes
  • Experience with financial modeling and analysis, including the development of pricing and revenue models

Nice to Have

  • Experience with machine learning or artificial intelligence, with a strong understanding of how these technologies can be used to drive pricing and monetization decisions
  • Experience with cloud-based software, including the development of pricing and packaging strategies for cloud-based products
  • Strong understanding of customer needs and preferences, with the ability to develop pricing strategies that meet the needs of a diverse customer base
  • Experience with agile development methodologies, including the development of pricing and packaging strategies in an agile environment

Benefits and Perks

  • Competitive salary and bonus structure
  • Equity package, including stock options or restricted stock units
  • Comprehensive benefits package, including medical, dental, and vision insurance
  • 401(k) or other retirement plan, with company matching contributions
  • Flexible work arrangements, including remote work options and flexible hours
  • Professional development opportunities, including training and education programs
  • Access to cutting-edge technologies and tools, including the latest software and hardware

How to Stand Out

  • Develop a deep understanding of the company's products and services, including the pricing and packaging strategies that drive revenue growth.
  • Build a strong network of contacts within the industry, including other pricing and monetization professionals who can provide valuable insights and advice.
  • Stay up-to-date with the latest trends and technologies in pricing and monetization, including machine learning and artificial intelligence.
  • Be prepared to showcase your experience and skills in pricing and monetization, including your ability to develop and execute pricing strategies that drive business outcomes.
  • Highlight your ability to work effectively with cross-functional teams, including product management, sales, and marketing.
  • Be prepared to discuss your experience with financial modeling and analysis, including the development of pricing and revenue models.
  • Research the company and the role, including the company's products and services, mission and values, and culture and work environment.

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