Senior Pricing and Market Strategist

Founded in 2004, [Employer] is the leader in no-code network automation. Its ground-breaking Next-Gen platform provides IT operations teams with the ability to scale their hybrid multi-cloud connected networks by automating the processes associated with Diagnostic Troubleshooting, Outage Prevention and Protected Change Management. Today, over 2,500 of the world’s largest enterprises and managed services providers leverage [Employer]’s platform.

What We Need

We are hiring a Sr. Pricing and Market Strategist to lead Pricing & Packaging for the Solutions Marketing function. Pricing scope covers [Employer]'s established model and emerging models across the direct-sale motion alongside MSP and segment-specific commercial models. ICP definition and competitive commercial intelligence are supporting inputs that sharpen pricing decisions, not separate workstreams. You will report to the VP of Solutions Marketing, lead pricing and monetization initiatives end-to-end and serve as the pricing point of contact for assigned products and motions.

[Employer] is at an inflection point, and we are sharpening the commercial engine to match deep technology and loyal customers. This role delivers one primary outcome: pricing and packaging rigorously anchored to customer value that accelerates adoption and grows ARR. Two inputs feed it: an explicit, value-aligned ICP that shows where [Employer] creates the most value, and a defensible read on how the alternatives in the market are priced. The work will be ratified by leadership and visible in renewal and new-business numbers.

What You'll Do

Pricing & Packaging Strategy (core responsibility): Lead pricing and monetization initiatives end-to-end — research (customer discovery, conjoint, willingness-to-pay, economic value estimation), price experiments, and data-backed recommendations. Ensure pricing is rigorously aligned to and drives measurable customer value. Build the business cases (ACV, attach, win rate, renewal economics, ARR uplift), shepherd them through Finance, CRO and CEO approval, and instrument pricing performance as a standing quarterly rhythm with Sales Ops, Deal Desk and Finance. Use ICP segment value and competitive pricing intelligence as standing inputs to every pricing and packaging recommendation.

SaaS, MSP, Segment-Specific and Use Case Pricing (core responsibility): Lead the commercial design of [Employer]'s emerging SaaS offerings, value metrics, subscription, usage-based and hybrid structures, edition strategy, and the migration path from existing models. Define MSP and segment-specific pricing models alongside the core direct-sale model, MSP constructs (per-tenant, per-managed-device, white-label, pooled-license), enterprise and mid-market discount and ramp structures, federal and service-provider variants, and the rules for when to sell direct vs. through a partner or MSP.

Input: ICP Value Alignment. Work from the [Employer] ICP to inform pricing and packaging. Quantify the value [Employer] creates per segment and turn it into the value cases that anchor pricing decisions and Sales conversations. Calibrate pricing, packaging and offer constructs to where each segment derives the most value, and translate the ICP into commercial guardrails (price floors, packaging defaults, discount norms) per segment, with explicit 'do not pursue' guidance.

Input: Competitive Commercial Intelligence. Maintain a sales-ready read on how competitors price, package, discount and structure their offers (list pricing, value metrics, bundle architecture, term and ramp structures, channel margins, MSP economics, SaaS commercial moves) and feed it directly into pricing and packaging decisions and deal-desk guidance.

What You Bring

• 8-10 years in Pricing, Monetization, Product Marketing or Strategy/Operations in SaaS or enterprise software, with at least one tour leading pricing and packaging end-to-end.
• In-depth understanding of SaaS pricing models (subscription, usage-based, hybrid) and value-based pricing principles, applied to real commercial decisions.
• Hands-on with pricing research and experimentation — customer discovery, economic value estimation, conjoint, willingness-to-pay — and translation into commercial moves.
• Experience building TAM/SAM/SOM and market-sizing models, and translating market intelligence into GTM investment and commercial decisions.
• Advanced analytical and AI skills — AI/Excel/Sheets revenue forecasts, scenario analyses, and business cases for pricing moves.
• Worked on alternative commercial models (such as MSP, ISV, Partner) alongside a direct-sale motion.
• Clear writer and communicator — credible with the CRO, deal desk, finance, sales and product. Comfortable with ambiguity, low ego, high ownership; drives alignment without positional authority.
• Background in network management, automation, observability or adjacent infrastructure markets.
• Experience navigating pricing model transitions (perpetual to subscription, capacity to consumption, on-prem to SaaS).
• Launched or scaled an MSP / managed-service GTM motion alongside a direct-sale motion.
• Bachelor's in Business, Economics, Marketing, Strategy or related. MBA a plus
• Manual Dexterity: Repetitive motion of wrists, hands and fingers for using a computer.
• Stationary Tasks: Sitting for extended periods, remaining in a stationary position.

What We Offer

Our comprehensive compensation package is vital in how we recognize our people for the impact they make on us reaching our goals as a company.

For this role, the estimated base salary range is $148,000 - $175,000 + Bonus. The actual salary may vary based on a range of factors, including market and individual qualifications objectively assessed during the interview process.

The range listed above is a guideline and may be modified. People Experience offers a comprehensive benefits package in addition to cash compensation that includes but is not limited to 401k and medical/dental coverage. Speak with your Recruiter for more details on our Total Rewards philosophy.

[Employer] invites all interested and qualified candidates to apply for employment opportunities.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or other characteristics protected by law.

If you have a disability that prevents or limits your ability to use or access the site, or if you require any other accommodation in the application process due to a disability, you may request a reasonable accommodation. To make a request, please contact our People Team at: and we will be happy to assist you.

In compliance with applicable laws, [Employer] conducts holistic, individual background reviews in support of all hiring decisions.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Originally posted on [Employer]