Pricing Strategy Manager (Remote)

Overview

The organization is seeking a Pricing Strategy Manager to lead pricing, packaging, and monetization initiatives across the full portfolio, including emerging AI offerings. This role turns ambiguous commercial questions into rigorous, defensible recommendations, ensuring that all figures presented for leadership review are sourced, calculated, or clearly flagged as assumptions.

This position reports to the Senior Manager of Pricing & Monetization Strategy and can be based remotely in the US. The employer is looking to fill the role immediately.

Responsibilities

• Lead pricing and packaging proposals for new products and features, moving from hypothesis through recommendation, in partnership with Product and Finance.
• Build and stress-test business cases for pricing decisions, including segment-level performance and migration and monetization sizing.
• Conduct market, competitive, and willingness-to-pay research, including win/loss and price elasticity analysis, to validate pricing hypotheses before executive review.
• Develop monetization models for emerging offerings, including usage-based, hybrid, credit-based, and outcome-based approaches for AI, and assess impacts to the existing customer base.
• Diagnose end-to-end commercial problems (e.g., why a segment’s new-logo motion underperforms) and determine whether root causes relate to package design, sales execution, or market fit.
• Translate analysis into a small number of clear, claim-driven recommendations, present to executive leaders, and defend under challenge.
• Partner with Product, Sales, Finance, Marketing, and Operations to operationalize and communicate approved decisions to the field.

Requirements

• Bachelor’s degree in Business, Finance, Economics, or a related field.
• 5+ years of experience in pricing strategy, monetization, product strategy, corporate or commercial strategy, or management consulting, with 2+ years inside a pricing or monetization practice at a top-tier strategy firm.
• Advanced financial modeling skills, with expert proficiency in Excel and experience building pricing, revenue impact, and unit economics models from scratch.
• Experience conducting qualitative and quantitative pricing research (e.g., willingness-to-pay studies, conjoint analysis, Van Westendorp, win/loss analysis), and ability to synthesize qualitative inputs (e.g., call transcripts and field feedback) into themes that support recommendations.
• Track record of framing complex, ambiguous problems into clear strategic frameworks and presenting recommendations to senior executives.
• Strong cross-functional collaboration and influence skills, including working with Product, Sales, Finance, and Marketing leaders without direct authority.
• Experience with B2B SaaS pricing and usage- or credit-based monetization. Familiarity with B2B SaaS metrics (e.g., ARR, net revenue retention, win rate, discount rate) is a plus.
• Curiosity, high agency, and an owner’s mindset with a strong bias for action.

Compensation & Benefits

• Base Pay Range: 129,600.00 - 178,200.00 USD Annual
• This role may also be eligible for Equity Compensation and/or Bonus Incentive Compensation.
• Actual compensation will be based on a candidate’s job-related skills, experience, education or training, and location.

Location

• Remote in the US.

Additional information for Los Angeles County (unincorporated) candidates

Qualified applicants, including those with arrest or conviction records, will be considered in accordance with applicable federal, state, and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the California Fair Chance Act.

A criminal history may have a direct, adverse, and negative relationship with certain job duties, potentially resulting in withdrawal of a conditional offer of employment, including:

• Appropriately managing, accessing, and handling confidential information, including proprietary and trade secret information, as well as accessing the organization’s information technology systems and platforms
• Interacting with and occasionally having unsupervised contact with internal/external customers, stakeholders, and/or colleagues
• Exercising sound judgment