Vice President, Pricing and Packaging

Kaseya is building a dedicated Pricing, Packaging, & Monetization function for the first time as a standalone center of excellence. The person who takes this role will build it from the ground up: setting strategy, establishing governance, designing the systems that enforce pricing discipline, and creating the analytical infrastructure that makes commercial decisions visible across the business. This is one of the highest-leverage roles in the company. Pricing decisions affect every dollar of revenue the business generates. A one-point improvement in realized price at Kaseya's scale is worth tens of millions of dollars annually. The VP of Pricing will own that lever. The scope includes traditional SaaS pricing and packaging, AI-native monetization models, discounting governance, and the commercial infrastructure to execute at scale. This is not an analyst role or a policy role. It is a senior strategy and execution role for someone who wants to shape how a multi-billion-dollar platform goes to market. What You Will Own 1. Pricing Strategy Own the global pricing architecture across Kaseya's full portfolio. Design and maintain the pricing framework, including tiered, seat-based, endpoint-based, and AI consumption models Lead pricing reviews and on-demand repricing exercises in partnership with Finance, Product, and Sales leadership Build and maintain a competitive pricing intelligence program, including win/loss data, benchmark analysis, and market positioning Develop price elasticity models and willingness-to-pay research; make pricing decisions with data, not intuition Establish pricing governance — including who has authority to approve what, at what threshold, with what documentation 2. Packaging & SKU Architecture Packaging is often where more value is left on the table than in price itself. This role owns the full packaging architecture across the portfolio. Define and maintain product packaging tiers (Good / Better / Best or equivalent) and addon options that map cleanly to customer value and buyer journey stage Own the SKU catalog: rationalize complexity, reduce overlapping products, and make it easier for customers to buy and for Sales to sell Partner with Product Management to influence roadmap prioritization based on packaging strategy — what gets built should reinforce what can be monetized Design cross-product bundle structures that accelerate platform adoption and increase switching costs Evaluate packaging for new product launches, acquired companies, and market segments with different buying motions enabling upsell and cross-sell naturally. Develop and maintain internal packaging playbooks that give Sales, CS, and Solutions Engineering a clear, consistent story 3. AI Business Model Design AI is changing how software is bought, consumed, and priced. This role leads the monetization strategy for AI as a platform capability, not just as a feature set. Define monetization models for AI features, agents, and standalone AI products — including how to price outcomes, consumption, and agent-based automation Evaluate when AI capabilities should be bundled (to drive adoption and reduce friction) versus charged as a premium (to capture value and signal differentiation) Design usage-based and consumption-based billing structures for AI workloads, including tiering, overage policies, and commit models Partner with Product and Engineering to ensure that monetizable AI usage is instrumented, metered, and visible in billing infrastructure Stay ahead of how the market is evolving AI pricing — outcomes-based billing, token pricing, per-action models — and bring informed recommendations to leadership Discount leakage is one of the most common and most preventable sources of revenue loss in SaaS businesses. This role owns the policy, the guardrails, and the enforcement, building a culture of pricing discipline across the commercial organization. Design and publish the company-wide discount policies: list price, standard discount bands, floor prices, and non-negotiable limits by product and segment Partner with RevOps to enforce discount policy inside CPQ and CRM — make the right path the easy path. Establish a tiered approval framework so Sales has speed at standard deals, while exceptions above defined thresholds require VP, SVP, or C-Suite approval Instrument discount visibility: build dashboards that show realized price, average discount by rep, manager, and region, and flag outliers in real time Conduct quarterly discount audits and present findings to Finance and Sales leadership with recommended policy adjustments Own the non-standard deal process: define what triggers a custom pricing review, who owns it, and how fast it must move to avoid deal slippage Track and report on the P&L impact of discounting decisions — not just discount rate, but margin dilution, ARR impact, and NRR implications Beyond the current business, this role looks around corners and designs the commercial models that will drive the next phase of growth. Evaluate and recommend monetization model shifts — where should Kaseya move from per-seat to usage-based, from perpetual to subscription, from feature-based to outcome-based Partner with product teams to drive commercial design for new product launches, M&A integration, and market expansions Design enterprise and strategic account commercial frameworks in partnership with Sales and Finance Model the ARR, NRR, and LTV implications of different pricing and packaging scenarios before decisions are made Own the pricing strategy for platform and ecosystem plays, including partner pricing, channel economics, and OEM arrangements 6. Analytics, Measurement & Pricing Intelligence Build visibility infrastructure that makes pricing performance a managed discipline. Define the pricing KPI framework: realized price, discount rate, price-to-value ratio, attach rate by tier, NRR by packaging tier, and AI consumption metrics Partner with Data and Finance to build and maintain pricing dashboards visible to senior leadership on a recurring basis Conduct cohort analysis to connect packaging and pricing decisions to customer retention, expansion, and churn outcomes Build competitive pricing intelligence as a continuous program, not an annual exercise Measure the effectiveness of pricing changes with pre/post analysis and controlled experiments where possible 7. Cross-functional Leadership & Enablement This role is the pricing authority for the entire organization. Its effectiveness depends on how well it equips everyone else to execute. Serve as the primary pricing subject matter expert for Product, Sales, Marketing, Finance, and Customer Success Build and maintain pricing enablement materials: playbooks, battlecards, packaging guides, and objection-handling tools for the commercial team Represent pricing in executive conversations, Board materials, and investor contexts Build and develop a small, high-impact pricing team over time — this role starts as a builder and player-coach What This Role Delivers In the first 90 days: complete a full audit of current list prices, packaging, discount practices, and realized price across the portfolio. Deliver a prioritized point of view on where the highest-value opportunities are and what needs to change first. Within six months: a refreshed pricing and packaging framework for at least two major product lines; a published discount policy with CPQ enforcement in place; a pricing performance dashboard in front of senior leadership; and a working model for AI monetization design. By end of year one: a fully operational pricing function, measurable improvement in realized price and discount discipline, a SKU rationalization completed across the portfolio, and a published monetization framework for AI products and capabilities. Who We Are Looking For Required Experience 12 or more years in pricing strategy, monetization, or commercial strategy, with at least 4 years in a SaaS business and experience with AI pricing strategies. Demonstrated experience designing and enforcing discount governance programs in a high-volume sales environment Experience building or significantly reshaping a product packaging architecture across a multi-product portfolio Fluency with SaaS pricing models: subscription, usage-based, per-seat, per-endpoint, consumption, and hybrid Strong financial modeling skills; comfort with ARR, NRR, LTV, CAC, gross margin, and deal economics Proven ability to build pricing frameworks from scratch and influence senior stakeholders across Finance, Product, and Sales Experience working with CPQ platforms and RevOps tooling to operationalize pricing policy Preferred Experience Experience designing monetization models for AI-native products, consumption-based services, or outcome-based pricing Background in management consulting, investment banking, or corporate strategy with a pricing focus Prior experience in a PE-backed or high-growth SaaS business where pricing discipline was a value creation lever Exposure to MSP or IT management software markets Able to hold firm on pricing policy under commercial pressure — this role requires backbone, not just analysis Influence without authority across Finance, Product, Sales, and Marketing Exceptionally clear communicator who can translate complex pricing decisions into executive narratives and commercial enablement tools Comfortable building in ambiguity; this function does not yet fully exist and will require building as much as running High commercial instinct balanced with analytical discipline Collaborative and low-ego; pricing strategy is a team sport, and this role succeeds when others succeed #J-18808-Ljbffr Kaseya