Director of Pricing and Packaging

Role Description

Granicus is looking for a high-impact pricing and packaging leader who can drive step-change improvements in monetization, responsible for owning and evolving pricing, packaging, and monetization models across the Granicus product portfolio. This role operates at the intersection of Product, Sales, and Finance, with direct exposure to executive leadership and the opportunity to shape how Granicus monetizes its products, particularly as we expand into AI-driven offerings. The candidate will be expected to combine data, market insight, and strong judgment to make high-conviction pricing decisions in ambiguous environments; implement enhancements and changes; and measure impact and effectiveness. You will engage with executives across the company and have measurable impact on ARR, expansion, and margins. Reporting directly to the Head of Corporate Strategy and Transformation, you will serve as a trusted strategic advisor to the executive leadership team and cross-functional stakeholders. This position will have strong dotted line responsibilities to the CRO, CPO, and CFO.

What Your Impact Will Look Like

• Pricing & Packaging Strategy: Drive pricing and packaging strategy, including value metric definitions, packaging architecture, and pricing model evolution, with a focus on driving land-and-expand dynamics and long-term customer value growth.
• AI Monetization: Play a key role in shaping and executing Granicus' AI monetization strategy, balancing value capture with cost-to-serve, for Granicus' high-growth GXA products.
• End-to-End Pricing Leadership: Lead pricing changes end-to-end, including pricing migrations, SKU redesign, and change management across sales, operations, product, and customer success.
• Value Metrics & Monetization Models: Identify and define the right value metrics and monetization approaches, such as seat-based, usage-based, and outcome-based models, especially as products evolve toward AI-driven capabilities.
• Executive Communication: Deliver crisp communication of recommended solutions to senior leaders and provide regular executive updates.
• Stakeholder Coordination: Drive implementation of recommendations, coordinating stakeholders across operations, sales, renewals, finance, marketing, and product.
• Product & Finance Partnership: Partner with Product and Finance to align pricing with product roadmap, cost-to-serve, and long-term unit economics.
• Pricing Committee Leadership: Spearhead Granicus' Pricing Committee processes, ensuring strategic alignment and efficiency.
• Pricing Operationalization: Ensure pricing is operationalized effectively, including sales enablement, discounting frameworks, and CPQ alignment, so that pricing sticks in market.
• Market Intelligence: Act as the company's internal expert on modern SaaS and AI monetization trends, bringing forward innovative approaches to pricing and packaging.

Qualifications

• 7+ years of experience across pricing, product marketing, strategy, or related roles.
• Experience owning major components of a pricing transformation.
• Proven ability to lead cross-functional projects and drive change in a matrixed environment.
• Robust analytical and quantitative skills, as well as attention to detail.
• Strong balance of analytical rigor and decisive judgment; able to make decisions without perfect data.
• Demonstrated success in a high-pressure, dynamic, fast-paced environment.
• Strong understanding of SaaS business models and go-to-market.
• Executive presence, relationship building, and strong decision-making skills.
• Ability to build financial models, pricing analyses, and business cases to support decision-making.
• Advanced Excel/modeling skills and strong storytelling ability.

Preferred Qualifications

• Experience with AI or consumption-based monetization models in a SaaS environment.
• Familiarity with CPQ tools and pricing operations systems.
• Experience in govtech, public sector, or mission-driven technology organizations.
• MBA or equivalent advanced degree in finance, strategy, or a related field.

Security Requirement

• Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.

Pay Range

USD $140,000.00 - USD $210,000.00 /Yr.

Benefits

• Flexible Time Off – Take the time you need to rest, recharge, and live your life.
• Company-Wide Wellbeing Days – Paid days off to unplug and focus on your mental health.
• Work From Home Reimbursement – Support a productive home office environment.
• Multiple Health Plan Options – Including a 100% employer-paid plan.
• Employer HSA Contributions – When enrolled in a High-Deductible Health Plan.
• Fitness Reimbursement Program – Stay active, your way.
• On-Demand Mental Health Support – Access to Headspace and other wellness tools.
• Paid Parental Leave – For both birthing and non-birthing parents.
• Traditional & Roth 401(k) – With a generous company match.
• Life & AD&D Insurance – 100% employer-paid coverage for peace of mind.
• Online Learning Platforms – Fuel your professional development.
• Competitive Salary & Bonuses – Your contributions are valued and rewarded.

Equal Opportunity Employer

Granicus is committed to providing equal employment opportunities. All qualified applicants and employees will be considered for employment and advancement without regard to race, color, religion, creed, national origin, ancestry, sex, gender, gender identity, gender expression, physical or mental disability, age, genetic information, sexual or affectional orientation, marital status, status with regard to public assistance, familial status, military or veteran status or any other status protected by applicable law.