Overview
This role involves owning pricing and packaging strategy across a cybersecurity platform, starting with email security bundles and extending into new product lines requiring distinct pricing models. Pricing decisions are not one-time; the position continuously reassesses packaging, pricing, and metering across the existing portfolio as the market and competitive landscape evolve.
You will recommend pricing and packaging, partner with senior leadership to translate recommendations into decisions, and stay involved through implementation with Sales Operations, Billing, and CPQ teams.
Responsibilities
- Recommend packaging, pricing, and metering for email security bundles, including:
- Number of bundles offered
- What’s included in each bundle
- Bundle pricing (or a la carte pricing if products remain unbundled)
- The unit each price is tied to
- Define and recommend pricing models for new product lines, including:
- Whether pricing should be count-based (e.g., users or units) or usage-based (e.g., volume consumed)
- Clear definition of count-based units to prevent customer gaming
- A point of view on whether credit-consumption models make sense for the product
- Continuously review and reassess pricing and packaging across the full existing product portfolio, not only at launch
- Build and run a repeatable pricing decision-making cadence with senior leadership, including:
- Standing meeting(s)
- Clear turnaround time for recommendations
- Escalation path for time-sensitive decisions
- After decisions are made, lead implementation with Sales Operations, Billing, and CPQ teams, including:
- Rate cards
- CPQ configuration
- Contract templates
- Ongoing hands-on involvement through execution
- Train the sales team on pricing strategy, packaging rationale, and negotiation guardrails
- Analyze pricing performance, including:
- Win/loss trends
- Discounting patterns
- Deal size
- Competitive positioning
- Opportunities where pricing or packaging changes could improve win rates or revenue
- Benchmark competitors and adjacent markets to keep the pricing model current and defensible
- Use AI tools to model pricing scenarios, analyze deal and usage data, and accelerate competitive research
Requirements (Must Haves)
- 10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity
- Proven track record owning pricing end to end (recommendation → decision → implementation), rather than handing off analysis and moving on
- Direct experience with usage-based, consumption-based, or credit-pool pricing models, ideally for AI or security products
- Experience managing pricing across an existing multi-product portfolio, including knowing when to revisit pricing decisions that are already live
- Strong quantitative and analytical skills, including building pricing models and turning analysis into clear, defensible recommendations
- Ability to influence senior stakeholders without direct authority over Product, Sales, or Finance; comfort operating in a model where recommendations are made by you and final decisions are made by others
- Experience partnering with Sales Operations, Billing, and CPQ teams to put pricing changes into practice
Preferred Qualifications (Nice to Have)
- Experience in cybersecurity or enterprise security software
- MBA or equivalent strategy, finance, or consulting background
- Hands-on experience with CPQ platforms (Salesforce CPQ) and deal desk processes
- Experience scaling pricing as a company moves from single-product to multi-product
Compensation & Benefits
Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
- Base salary range: $172,100—$247,500 USD
- May be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package (in addition to base salary)
Location
Geographic location is considered as part of compensation determination.