Senior Director, Pricing & Packaging

## About the Role The Senior Director, Pricing & Packaging, will be a pivotal member of Gainsight's Sales team, reporting to the EVP, GTM Strategy & Operations. This role is centered around driving the company's monetization strategy and long-term revenue growth through the evolution of pricing and packaging across its product portfolio. The ideal candidate will thrive in a highly strategic, data-driven SaaS environment and enjoy working cross-functionally with various teams.

The role involves leading the transition from traditional pricing models to usage- and value-based models, where appropriate, and developing long-term monetization strategies that support Gainsight's product roadmap and AI-driven platform evolution. This position requires strong skills in pricing strategy, financial modeling, and executive stakeholder communication.

Gainsight is at the forefront of shaping the future of customer success, and this role is crucial in ensuring that the company's pricing and packaging strategies align with customer needs and market dynamics.

## What You Will Do - Own the end-to-end pricing and packaging strategy across Gainsight's product suite by conducting analysis, modeling options, and making recommendations that align customer value, product adoption, and market dynamics.

• Lead the transition from seat-based pricing toward usage-based or hybrid monetization models where appropriate.
• Develop long-term monetization strategies that support Gainsight's product roadmap and AI-driven platform evolution.
• Present monetization performance and key pricing decisions to the board and Executive Leadership Team as needed.
• Partner cross-functionally with Product, Sales, RevOps, and Finance to ensure monetization strategies are aligned with customer needs and company goals.
• Partner with and oversee deliverables from external pricing consultancies as needed.
• Lead pricing and packaging design for new products and launches in partnership with the product GMs.
• Design and evolve value metrics, tiering, and packaging strategy, bundling, cross-sell and upsell motions, and a cross-functional governance process.
• Conduct competitive research and market analysis to inform pricing strategy and GTM decisions, adapt pricing strategy to new agentic and usage-based models.
• Build and maintain financial models to forecast the impact of pricing and packaging changes, partnering with Finance to support business case development.
• Track and report on monetization KPIs, identifying areas of friction, opportunity, or optimization across pricing, adoption, and retention.

## What We Are Looking For - 10+ years of experience in pricing strategy, business operations, or GTM strategy, ideally in B2B SaaS or technology.

• Strong analytical and financial modeling skills, comfortable in Excel/Sheets, and with BI tools (e.g., Sigma).
• Experience conducting competitive and market research with the ability to turn insights into clear recommendations.
• Ability to communicate clearly and influence stakeholders across teams, from Product to Sales to Finance.
• Familiarity with SaaS business models, usage and outcome-based pricing, and product-led or AI-driven GTM strategies.
• Exceptional analytical and problem-solving skills.
• Proven track record of driving revenue growth through strategic pricing initiatives.

## Nice to Have - Experience working with Salesforce and other CRM systems.

• Knowledge of data analysis tools and methodologies.
• Certification in pricing strategy or a related field.

## Benefits and Perks - Competitive salary and benefits package.

• Opportunity to work with a leading AI-driven customer success platform.
• Collaborative and dynamic work environment.
• Professional development opportunities.
• Flexible remote work arrangements.
• Access to cutting-edge technology and tools.
• Recognition and reward for outstanding performance.

- To stand out, highlight specific examples of how you've driven revenue growth through pricing strategy in your previous roles.

• Familiarize yourself with Gainsight's product portfolio and be prepared to discuss how you would approach pricing and packaging for their AI-driven customer success platform.
• Practice your ability to communicate complex financial models and pricing strategies to both technical and non-technical stakeholders.
• Be prepared to discuss your experience with SaaS business models and how you've adapted pricing strategies to meet evolving market needs.
• Consider preparing a portfolio of your work, including examples of pricing strategies you've developed and implemented, to share with the interview team.
• Don't hesitate to ask about the company culture and expectations for remote work, as well as opportunities for professional development and growth within the company.