Director of Pricing & Monetization
WFA Digital Insight
The demand for skilled monetization specialists in the B2B SaaS sector has seen significant growth, with a reported 25% increase in job openings over the last year. As companies like PagerDuty continue to expand their digital operations, the need for professionals who can strategize and execute pricing models effectively has become crucial. With its strong reputation in the market, PagerDuty offers a compelling opportunity for those with a background in product management and monetization to make a tangible impact. Before applying, candidates should be prepared to demonstrate their ability to influence product roadmaps and sales motions, as well as their experience in building monetization infrastructure.
Job Description
About the Role
The Director of Pricing & Monetization at PagerDuty is a pivotal position that requires a unique blend of product management, monetization strategy, and go-to-market execution expertise. Reporting to the VP of Product Strategy & Growth, this role is integral to the company's continued success in the digital operations management sector. The ideal candidate will have a deep understanding of B2B SaaS pricing models and a proven track record of driving revenue growth through innovative monetization strategies.As a key member of the Product Development organization, the Director of Pricing & Monetization will be responsible for defining and evolving PagerDuty's packaging architecture, leading SKU design and experimentation, and building a monetization review process. This involves close collaboration with cross-functional teams, including Product, Engineering, Sales, and Finance, to ensure that pricing strategy translates into field execution and commercial results.
The role is centered around a product-first approach, with a focus on customer empathy, structured experimentation, and measurable outcomes. The Director of Pricing & Monetization will be expected to provide pricing and packaging leadership to other product teams across the portfolio, ensuring that the company's pricing strategy aligns with its overall business objectives.
What You Will Do
- Define and evolve PagerDuty's packaging architecture in partnership with Product and Engineering teams
- Build and maintain a monetization review process to ensure that product teams bring pricing strategy into roadmap decisions
- Lead SKU design and experimentation, developing 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 as the company transitions legacy customers to modern Operations Cloud plans
- Track and report on pricing initiative performance, including win rates, discounting patterns, and ARR impact by segment
- Build or leverage financial modeling capabilities to inform pricing decisions
What We Are Looking For
- A minimum of 8 years of experience in a later-stage B2B SaaS environment, with a focus on product management and monetization
- Proven track record of driving revenue growth through innovative pricing and packaging strategies
- Experience in building monetization infrastructure and influencing product roadmaps and sales motions
- Strong understanding of B2B SaaS pricing models and go-to-market execution
- Excellent communication and leadership skills, with the ability to work effectively with cross-functional teams
- Experience with data analysis and financial modeling
- Strong customer empathy and understanding of customer needs
Nice to Have
- Experience with AI/ML and automation technologies
- Knowledge of cloud migration and DevOps modernization strategies
- Familiarity with digital operations management principles
- Certification in product management or a related field
Benefits and Perks
- Competitive salary and equity package
- Comprehensive health insurance and wellness programs
- Generous PTO and holiday policy
- Remote work stipend and flexible working hours
- Professional development opportunities and education assistance
- Access to cutting-edge technologies and tools
- Collaborative and dynamic work environment
How to Stand Out
- Ensure your resume and cover letter highlight specific examples of driving revenue growth through pricing and packaging strategies.
- Be prepared to discuss your experience with data analysis and financial modeling, and how you've used these skills to inform pricing decisions.
- Familiarize yourself with PagerDuty's products and services, and be ready to discuss how your skills and experience align with the company's business objectives.
- Develop a strong understanding of the current market trends in B2B SaaS pricing and monetization, and be prepared to discuss your insights and ideas.
- Practice your communication and leadership skills, as the ability to work effectively with cross-functional teams is crucial for this role.
- Consider creating a portfolio that showcases your achievements and experience in product management and monetization, to stand out as a candidate.
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