SaaS Pricing Specialist

About Sonar Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T‑Mobile. Why You Should Apply At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster. The Impact You Will Have The pricing specialist will be responsible for the design, execution, and optimization of a cohesive monetization strategy that accelerates revenue growth, improves unit economics, and enhances customer value across B2B, B2C, Partners, and Product‑Led Growth (PLG) channels. What You Will Do Daily Strategic Monetization & Packaging Develop pricing frameworks that support Enterprise B2B (value‑based), B2C (elasticity‑based), Partnership, and PLG (usage‑based or tiered) motions. Define feature gate‑keeping and bundle structures to drive upsell and expansion paths. Work with PMs early to reinforce product delivery and packaging under the north star of "what problems are customers willing to pay us to solve for them". Design frictionless self‑serve pricing and conversion triggers that turn free users into paying customers, including traditional B2C SaaS and Community Build of an on‑premise product. Market & Competitive Intelligence Conduct quantitative and qualitative research to understand customer willingness to pay. Maintain a real‑time pulse on competitor pricing, discounting trends, and packaging shifts to ensure market leadership. Sales Enablement & B2B Deal Desk Establish guardrails and approval workflows for the Sales team to protect margins while maintaining deal velocity. Partner with Marketing to create clear, transparent pricing pages and sales calculators that communicate ROI. Data Analytics & Experimentation Lead A/B tests on price points, trial lengths, and promotional offers for B2C and self‑serve segments. Monitor key metrics including Net Revenue Retention (NRR), LTV/CAC ratios, and price realization rates. Continuous Collaboration and Change Management Formalize structure and communications around pricing change rollout (internal, partners, working with Sales enablement on end‑customer communications). Align and collaborate with Finance and account teams for our consumption‑based products. The Experience You Will Need 3–5 years of experience in pricing, revenue operations, deal desk operations, or management consulting, preferably within a high‑growth SaaS environment. Advanced Excel/Google Sheets and SQL knowledge are non‑negotiable. Experience with BI tools (Tableau/Looker) is a plus. A deep understanding of behavioral economics (anchoring, framing, and loss aversion). Experience with optimizing global market penetration. Demonstrated curiosity and practical experience using AI tools in pricing or workflow optimization. ASC 606 and GAAP knowledge are also of value. Growth mindset: comfortable with ambiguity and can pivot between "big picture" strategy and the finer‑grained details of a billing system implementation. Passionate about leveling up pricing/packaging literacy as a core Product Management skill within our organization. Can communicate and collaborate effectively with a range of skill maturity in a Product organization. Benefits of Working with Sonar Flexible comprehensive employee benefit package. 23 days of PTO per calendar year, with additional time for sickness, life events and holidays. 401(k) plan with 4% match, fully vested on day one of participation. Fully paid parking in downtown Austin, Texas. Global workforce with employees in 20+ countries representing 35+ unique nationalities. Annual kick‑off somewhere in the world where we meet to build relationships and goals for the company. Monthly catered events and team events. We Value Diversity, Equity, and Inclusion At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date. We do not currently support visa candidates in the US. Applications that are submitted through agencies or third‑party recruiters will not be considered. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us. #J-18808-Ljbffr Sonar