Director - Pricing Strategy

Position Overview 

Cellebrite is seeking a Director of Pricing Strategy & Monetization to lead a critical evolution in how we price, package, and monetize our portfolio across hardware, software, cloud, and AI powered offerings. This role is both strategic and decisively hands-on. We are looking for a pricing leader who brings strong conviction, can influence senior stakeholders, and is willing to drive meaningful change — especially when that change requires simplifying legacy structures, challenging existing norms, and improving how value is delivered to customers and sellers.  You will own end to end monetization strategy while also being accountable for execution: modernizing pricing models, simplifying packaging, improving price realization, and helping Cellebrite transition more fully toward subscription, usage based, and AI driven commercial models. 

This is a high visibility, high impact role with material influence on revenue performance, monetization architecture, and how Cellebrite brings innovation to market.  

Within this role, success means: 

• Pricing is simpler, clearer, and easier for Sales and partners to sell 
• Monetization models better reflect customer value, especially for cloud and AI capabilities 
• Pricing decisions are disciplined, scalable, and governed, not reactive or exception driven 
• Stakeholders across Product, Finance, Sales, and Marketing view pricing as a strategic lever, not a bottleneck 
• The pricing function is seen as a leader and catalyst for change, not just an operator of process 

Key Responsibilities 

Pricing & Monetization Strategy 

• Own and evolve Cellebrite’s end to end monetization strategy across all product lines, including platform, cloud, and AI led capabilities. 
• Lead the transition toward modern SaaS commercial models, including subscription, term-based, usage-based, and hybrid approaches. 
• Define and refine  value metrics, willingness to pay insights, and pricing guardrails that guide product and commercial decisions. 
• Develop and maintain a Good / Better / Best architecture and modular packaging structures aligned to customer personas and value delivered. 

Driving Change, Simplicity & Accountability 

• Act as a driving force for change by simplifying complex pricing and SKU structures — including sunsetting legacy approaches when they no longer serve the business. 
• Introduce structure, accountability, and conviction into pricing decisions, even when alignment requires difficult conversations. 
• Ensure pricing and packaging pass a clear “simplicity test” for sellers, partners, and customers. 
• Shift the pricing function from reactive execution to proactive leadership. 

Operational Rigor, Governance & Execution 

• Establish and run a pricing governance model with clear decision rights, approval thresholds, and operating cadence. 
• Partner closely with Finance, Sales Operations, and the Deal Desk to improve discount discipline, deal health, and price realization. 
• Reduce reliance on manual exceptions by creating scalable, self service pricing systems for sellers. 
• Build dashboards and KPIs to track pricing performance, including price realization, retention economics, GRR, NRR, and uplift. 

Cross Functional Leadership & Influence 

• Serve as the connective tissue and point of conviction across Product, Finance, Sales, Product Marketing, and Market Research. 
• Shape packaging, value positioning, and monetization narratives in close partnership with Product Marketing. 
• Influence senior leaders through clear thinking, strong data, and a willingness to take a point of view. 
• Help align pricing decisions with Cellebrite’s broader portfolio strategy and long term growth goals. 

AI, Analytics & Continuous Optimization 

• Partner with data and product teams to introduce greater analytic rigor, scenario modeling, and predictive insights into pricing decisions. 
• Identify and address areas of value leakage caused by legacy pricing, complexity, or process
• Bring forward AI-enabled pricing and monetization opportunities as part of Cellebrite’s future looking commercial strategy. 

Market Benchmarking & Thought Leadership 

• Maintain a strong external perspective on B2B SaaS pricing and monetization trends, including competitive benchmarks and best practices. 
• Pressure test pricing and packaging approaches using market data, customer insights, and external networks. 
• Act as a thought partner to leadership on how pricing and monetization can evolve alongside product innovation.

• 10+ years of experience in B2B SaaS pricing, monetization, or portfolio strategy, with hands on experience in subscription and usage based models. 
• Deep understanding of SaaS economics, value based pricing, packaging architecture, and price realization. 
• Proven ability to simplify complex pricing environments and influence change in a matrixed organization. 
• Demonstrated success leading through conviction, influence, and credibility, not just process ownership. 
• Strong analytical, financial modeling, and problem solving skills. 
• Clear, structured communicator comfortable engaging with senior leaders. 
• Experience with multiproduct, multi-segment portfolios; public sector experience a plus. 
• BS/BA required; MBA preferred. 
• Must be U.S. based and able to work East Coast hours.