Expel is seeking a strategic, Pricing and Packaging leader who can develop and maintain pricing and monetization frameworks that increase customer value while driving business revenue and growth.
The Director, Pricing will guide the pricing and analytics team from understanding customer value drivers to the development of scalable pricing and licensing models and metrics, as well as building packaging strategies that meet our customers and partners where they are.
Leveraging deep knowledge in go-to-market (GTM) strategy and business models, and working collaboratively to understand our customers, competitors, market, and business economics, this leader will oversee the development of innovative business models and approaches, and work with cross functional teams to research, test, establish and implement pricing, packaging, and promotions.
Reporting to the VP of Product Management, you will partner closely with our Product Managers, Revenue Operations and Finance teams to ensure the successful deployment of our pricing strategies, systems, tools, tracking, and monitoring. You will work with various leaders to deliver meaningful growth and profit through robust and scalable pricing activities, and efficient and effective tactical execution.
What Expel can do for you
- Provide opportunities to have a measurable impact on the company’s key business metrics right away.
- Surround you with experienced, collegial colleagues in Business Systems, Revenue Ops, Pricing & Packaging, Technical Support, and Engineering who are all trying to make Expel’s operations scale 10x.
- Give you a foundation, and a team, you can build on. We’ve been working on this for years but know there’s a lot more we can do. In other words, you won’t be starting from scratch.
- Build relationships with stakeholders and use their input to distill the many requests into a roadmap that achieves maximum impact.
What you can do for Expel
- Collaborate across Product, Engineering, Sales, Customer Success and Marketing, and Finance to develop both competitive and creative monetization strategies and drive revenue growth.
- Drive pricing, packaging and bundling recommendations through customer segmentation and ROI analysis.
- Design and implement programs for pricing discovery, testing, and experimentation.
- Oversee operational aspects of pricing implementation, including billing requirements, discounting frameworks, and ongoing monitoring.
- Devise automated and scalable means of measuring pricing performance.
- Monitor key metrics and market intelligence to derive insights and identify opportunities for evolving pricing
- Help enable the Revenue and Customer orgs on how to adopt and utilize the Expel price-list.
What you should bring with you
- 8+ years of Revenue Optimization experience.
- Demonstrated path of increasing responsibilities.
- Excellent communication skills and experience collaborating and influencing across disciplines in a b2b SaaS environment
- Experience working on structuring large deals and leading complex B2B negotiations; leveraging data, analytics, and BI tools.
- Understanding of enterprise database concepts and pricing automation.
- High degree of emotional intelligence, with the ability to facilitate change and collaborate with stakeholders across the organization
- Excellent communication skills with the ability to communicate complex ideas and data
- Bachelor's degree; MBA and Professional Pricing Certification preferred.
- Cybersecurity experience is required
Additional notes
The base salary range for this role is between $183,700 USD and $266,400 USD + bonus eligibility and equity.
We believe in paying transparently and equitably. Your salary will ultimately be based on factors such as your experience, skills, team equity, and market data. You’ll also be eligible for unlimited PTO (which we model and encourage), work location flexibility, up to 24 weeks of parental leave, and really excellent health benefits.
We're only hiring those authorized to work in the United States. We do not currently sponsor immigration visas.
We're an Equal Opportunity Employer: you’ll receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request accommodation.
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Salary Range
$183,700—$266,400 USD
Top Skills
What We Do
Security that makes sense and can be, dare we say, delightful.
We're a secops provider that offers managed detection and response (MDR), remediation, phishing, and threat hunting. Our platform and people work together to make sense of your security signal—with your business in mind—to detect, understand, and fix issues fast.
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Why Work With Us
We believe that here at Expel, the best way for us to be as amazing as possibly, is to give our employees room to do great things. This in turn, will keep our customers around and happy, allowing them to do great things. And hopefully, the rest will fall into place.
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