Strategic Pricing Analyst, AI Products

Overview

This role is for a Principal AI Pricing Strategist supporting the Product Organization. The strategist will collaborate directly with Product P&L owners to design, test, and scale monetization strategies for innovative pricing models, including AI-enabled capabilities across the product portfolio. The position involves managing the pricing and packaging due diligence process for assigned product lines, guiding the transition from adoption-focused approaches to sustainable, value-aligned monetization as customer use cases and technology maturity evolve.

Responsibilities

• Lead pricing strategy for assigned product lines, defining and testing new AI packaging and pricing strategies.
• Partner with Product GMs and P&L owners to develop multi-phase monetization roadmaps that evolve with use-case maturity, establishing decision gates, KPIs, and guardrails for transitioning from trial/adoption to scaled monetization.
• Design and model pricing constructs, running sensitivity analyses that incorporate AI cost drivers to protect margins.
• Define telemetry requirements and entitlement controls to enable scalable usage management and predictable economics.
• Lead concept testing, A/B pilots, and controlled rollouts; synthesize customer feedback to refine offers and price fences.
• Collaborate with Deal Desk, Finance, and Legal teams to translate pricing policies into operational workflows that increase approval velocity while maintaining governance.
• Create rate cards, SKU structures, discount guidelines, and upgrade pathways; provide training to Product Management and Go-To-Market teams on AI pricing decisions.
• Monitor price realization and margin outcomes, including attach rates, price capture, usage versus entitlement, and cost-to-serve; recommend continuous improvements to maximize value capture while maintaining customer trust.

Requirements

• Minimum 7 years of experience in pricing strategy or product monetization for SaaS.
• At least 2 years of experience working on AI-enabled products.
• Minimum 3 years of demonstrated success in developing, testing, and launching license-based, usage-based, outcome/performance-based, and hybrid pricing models, with the ability to select and adapt constructs over time.
• Strong financial modeling skills, including AI model/token economics and inference cost variability.
• Experience partnering with Product GMs and P&L owners and influencing cross-functional teams (Product, Finance, Legal, Sales Operations/Deal Desk) without formal authority.
• Familiarity with SaaS Order-to-Cash (O2C), entitlement/metering, Configure Price Quote (CPQ) systems, and data/telemetry instrumentation for pricing analytics.
• Exceptional communication skills, capable of translating complex pricing tradeoffs into clear, customer-centric narratives.

Compensation & Benefits

• Starting base salary range: $87,700 to $114,200, with potential variation based on qualifications, market value, and operational considerations.
• Medical, dental, and vision insurance.
• Remote-flexible work environment.
• Wellness programs.
• 401(k) program with employer match.
• Flexible paid time off.
• Generous parental leave.
• Donations for Doers program.
• Pet insurance, legal, and identity protection.
• Tuition reimbursement program.

Location

Remote-flexible workforce arrangement.