Director of Pricing

Job Overview:

The Pricing Director is responsible for developing and executing comprehensive pricing strategies for the company’s software and payment offerings, optimizing subscription and payment pricing across the existing customer base, while helping to drive the Company’s Good | Better | Best pricing. This role will ensure pricing strategies align with customer value perceptions as well as the company’s objectives, including driving revenue growth. The ideal candidate has experience in pricing strategy development, particularly in SaaS and/or payments.

The Pricing Director is included in the finance team and will work cross-functionally with Sales, CX and Marketing to refine pricing structures and implement subscription and payment pricing strategies that balance customer needs and company goals.

Key Responsibilities:Analyze and Segment Customer Base for Pricing Actions:

• Optimize SaaS and payments pricing for the existing customer base by analyzing usage data and customer segmentation.
• Build quantitative pricing model to optimize SaaS and payments pricing for the existing customer incorporating margin, customer health, industry dynamics, historical pricing changes and other key variables that may impact receptivity to price changes.
• Maintain pricing model to generate monthly customer cohorts that are candidates for pricing changes
• Define and drive collaborative cross-functional process for taking recommended price changes through to execution

Pricing Strategy & Market Segmentation:

• Create pricing strategies based on customer personas and value-based pricing principles, ensuring that each segment receives tailored pricing models.
• Continuously analyze customer data to refine segmentation and adjust pricing structures to optimize performance.
• Stay on top of market trends and competitive pricing to keep our SaaS and payments offerings attractive and aligned with industry norms.
• Align pricing strategies with overall business strategies as they evolve over time, by keeping informed of company progress and KPIs impacted by pricing optimization performance.
• Develop targeted pricing strategies for different customer segments, with a focus on existing customers
• Collaborate with Customer Experience to implement price adjustment strategies that maximize long-term value for both the company and its customers, reducing churn and increasing lifetime value (LTV).

Revenue Optimization:

• Conduct in-depth analysis of current pricing structures to uncover opportunities for price optimization opportunities.
• Run A/B tests and pricing experiments to assess the impact of changes to both pricing tiers and payment structures on conversion, retention, and customer behavior.
• Regularly monitor and report on key pricing metrics, including customer acquisition cost (CAC), customer lifetime value (LTV), churn rates, and revenue per user (ARPU).
• Let insights from past price optimization performance inform future pricing actions. Good/Better/Best Pricing Tiers:
• Optimize Good/Better/Best (G/B/B) tiered pricing structures to drive upsells and provide customers with clear value distinctions between product levels.
• Work with vertical leaders and sales to ensure that pricing tiers reflect customer needs, product features, and value perception, while maximizing revenue and reducing churn.
• Work closely with Vertical leaders, Product and Sales teams to refine product packaging and align with pricing tiers, making it easier for customers to see the value in upgrading.

Data-Driven Decision Making:

• Use data analytics tools (e.g., Excel, Tableau) to assess the impact of pricing changes and customer behavior on revenue and profitability.
• Build and maintain dashboards to track the performance of various pricing and payment strategies and identify areas for improvement.
• Regularly conduct pricing performance reviews to refine strategies based on market shifts, competitor actions, and internal performance metrics.

Qualifications:Education:

• Bachelor’s degree in Business, Finance, Economics, or a related field. A Master’s degree, MBA, or advanced degree is a plus.

Experience:

• 3+ years of experience in pricing strategy development with a focus on SaaS and subscription models, including experience with Good/Better/Best tiered pricing and payment models.
• Consulting background with exposure to pricing optimization, payment models, or revenue strategy is preferred.

Skills:

• Pricing Expertise: Strong knowledge of SaaS pricing models, especially tiered pricing (G/B/B), customer segmentation, and payment pricing strategies.
• Financial & Data Analysis: Proficiency in financial modeling, data analysis, and customer behavior analytics.
• Management Consulting Mindset: Ability to apply strategic frameworks, analyze complex pricing challenges, and deliver actionable insights from a consulting perspective.
• Cross-functional Collaboration: Proven ability to work across teams (Sales, Finance, Product) to drive alignment on pricing strategies.
• Communication Skills: Ability to communicate complex pricing strategies clearly to both technical and non-technical stakeholders.

Benefits:

• 3 Weeks of PTO, Holidays, and Paid Volunteer Day
• Generous Medical, Dental, and Vision plans with low premiums
• Paid Parental Leave
• Company Sponsored Life Insurance
• 401k with Company Match

Salary: 170k + 
Location: Remote, based in the USA