Vice President of Pricing Strategy & Monetization

Role Description

The Vice President of Pricing Strategy & Monetization owns and drives the company’s pricing and packaging strategies to accelerate revenue growth, expand margins, improve customer retention, and strengthen competitive positioning. This role combines strategic vision with hands-on execution, partnering closely with Sales, Finance, Product, Marketing, and Revenue Operations to design pricing models, optimize discounting practices, and ensure pricing is tightly connected to ABC’s overall go-to-market strategy.

The ideal candidate brings deep analytical capabilities, strategic thinking, and the cross-functional leadership presence required to positively influence and own outcomes across all regions, segments, and go-to-market motions. This person will have decision rights, executive presence, and the confidence to drive alignment across senior leaders and resolve conflicts when they arise.

Key Responsibilities

• Pricing Strategy & Packaging
  • Own pricing and packaging architecture across plans, bundles, add-ons, usage metrics, and segment-specific offers.
  • Design pricing models (subscription, usage-based, tiered, value-based, etc.) that support company growth objectives across product-led and sales-led motions.
  • Conduct pricing analyses to identify revenue optimization opportunities and margin improvements.
  • Evaluate competitive pricing, market trends, and customer willingness-to-pay.
  • Develop pricing strategies that account for global markets, currencies, and regional dynamics, ensuring consistency while allowing for localized optimization.
  • Design and optimize pricing models that incorporate payments, transaction fees, and monetization of payment flows (e.g., take rates, interchange, processing fees).
  • Lead end-to-end pricing for existing customers and new product launches, from architecting packaging and tier logic to setting price points that drive retention, growth, and margin targets, ensuring new offerings integrate cleanly with existing bundles and tiering structures.
• Revenue Growth & Profitability
  • Partner with Sales leadership to establish pricing guardrails, discounting frameworks, and deal approval processes.
  • Own implementation of final tiered approval authority matrix on discounting for individual deals, ensuring pricing discipline while supporting sales velocity.
  • Monitor pricing performance and drive initiatives to improve ARR, deal size, and profitability.
  • Drive monetization strategies that optimize end-to-end revenue, including payments-related revenue streams, while balancing customer experience and conversion.
• AI & Advanced Analytics
  • Apply AI-driven analytics and predictive modeling to optimize pricing strategies for existing and new customers, forecast revenue impact, and identify pricing opportunities across customer segments.
  • Use machine learning and advanced data insights to analyze customer behavior, price elasticity, and market dynamics to inform pricing decisions.
  • Partner with Data and Technology teams to implement AI-enabled pricing tools and automation that enhance pricing intelligence and decision-making.
• Cross-Functional Collaboration
  • Work closely with Product and Product Marketing to ensure pricing is tightly connected to product packaging and positioning.
  • Collaborate with Finance to forecast revenue impact of pricing changes and track pricing KPIs.
  • Partner with Revenue Operations to operationalize pricing models within CRM and quoting tools.
  • Partner with Payments, Finance, and Product teams to connect pricing with payment infrastructure, cost structures, and margin optimization across geographies.
• Analytics & Insights
  • Build pricing models and analytics to evaluate elasticity, customer segments, and pricing scenarios.
  • Establish dashboards and reporting to track pricing effectiveness and revenue impact.
  • Use data-driven insights to guide leadership in decision-making.
  • Analyze regional pricing performance, currency impacts, and payment-related economics to inform global pricing strategy and profitability.
• Governance & Enablement
  • Establish and lead a formal cross-functional pricing committee that reviews and approves all pricing changes, evaluates new pricing concepts, and provides consistent governance across the business.
  • Own pricing governance, approval frameworks, and decision rights across list pricing, discounting, and segment-specific offers.
  • Implement pricing policies and discount guidelines that protect margins while enabling sales execution.
  • Support sales enablement by developing pricing tools, training, and documentation.
  • Ensure pricing compliance across deals and contracts.

Qualifications

• 10–15+ years of experience in pricing, revenue strategy, revenue operations, finance, or consulting.
• Experience in SaaS, technology, or subscription-based business models preferred.
• Proven track record developing and implementing pricing and packaging strategies in SaaS/subscription businesses.
• Experience with monetization experiments, pricing rollouts, migrations, or commercial launches.
• Strong analytical skills with experience in financial modeling and data analysis.
• Experience partnering with executive leadership and influencing cross-functional teams.
• Deep understanding of deal economics, discounting strategies, and revenue metrics (ARR, ACV, LTV, CAC).
• Experience applying AI and advanced analytics tools to support pricing optimization, forecasting, demand modeling, and revenue insights.
• Familiarity with AI-driven pricing tools, predictive analytics, or machine learning models used to analyze customer behavior, price elasticity, and market dynamics.
• Excellent communication, strategic thinking, and leadership skills.
• Experience operating in international or multi-currency environments, with an understanding of regional pricing strategies and market dynamics.
• Experience in businesses with both product-led growth (PLG) and sales-led growth (SLG) monetization motions strongly preferred.

Preferred Experience

• Experience implementing pricing within CRM/CPQ systems (e.g., Salesforce).
• Experience leading pricing teams or centers of excellence.
• Familiarity with global payment processing, interchange economics, and cost structures.
• Experience scaling pricing strategies across international markets and multiple currencies.
• Experience working with or alongside payments platforms, fintech products, or embedded payments solutions.

Benefits

• Purpose led company with a Values focused culture – Best Life, One Team, Growth Mindset.
• Time Off – with our open PTO policy, we offer flexibility in how and when you take PTO!
• Days of Disconnect – once a quarter, we take a collective breather and enjoy a day off together around the globe. #oneteam.
• Parental & Pawternity Leave – we offer leave for when your family grows by two feet or four paws!
• Best Life Perk – we are committed to meeting you wherever you are in your fitness journey with a quarterly reimbursement.
• Medical/Dental/Vision coverage.
• EAP – we get you help when you need it. Period.
• Premium Calm App – enjoy tranquility with a Calm App subscription for you and up to 4 dependents over the age of 16.
• And more! – so many benefits we couldn’t even fit them all here!