Head of Pricing and Packaging at JumpCloud

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All roles at JumpCloud are Remote unless otherwise specified in the Job Description.

About JumpCloud
JumpCloud’s mission is to Make Work Happen®, providing simple, secure access to corporate technology resources from any device, or any location. The JumpCloud Directory Platform gives IT, security operations, and DevOps a single, cloud-based solution to control and manage employee identities, their devices, and apply conditional access controls based on Zero Trust principals. Since launching in 2012, our global user base has grown to more than 150,000 organizations, with more than 5,000 paying customers including Cars.com, GoFundMe, Grab, ClassPass, Uplight and Peloton. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike. Our teams are growing fast, too, and we're looking for talent across engineering, sales, customer success, marketing, product management, and more. Join our team of dedicated, passionate, and creative people who are eager to change the IT industry forever.

JumpCloud is looking for an experienced pricing & packaging (P&P) lead to drive innovation, change, and alignment for our overall strategy. The role will involve investigating and evaluating pricing and packaging strategies four our existing Directory-as-a-Service® Platform, in addition to new product and service initiatives the Company is undertaking. 

The P&P lead will cross-functionally collaborate with leaders across our product, revenue, marketing and executive leadership organizations to help craft new models, define strategies for new offerings, optimize packaging & pricing for existing products, and drive monetization. We are looking for someone who can balance a variety of opinions, be customer-focused, and will have the latitude to author the strategy. 

In this role, you will need to be comfortable working cross-functionally with a variety of teams and have a passion for data analysis, financial modeling, and commercial strategy. Strong candidates will have a proven track record in delivering successful Pricing and Packaging strategies in SaaS software and have delivered these strategies in a fast-paced and dynamic business environment.

Essential Duties and Responsibilities:

  • Work with Finance, Business Insights, Product Management, Product Marketing, Sales, and Marketing teams to create cohesive go-to-market pricing and packaging strategies for individual products, services, and our platform.
  • Work with Growth Engineering teams to coordinate pricing and packaging models for purchase within the SaaS platform.
  • Work with our Customer Services teams to provide strategies on pricing for service-oriented solutions. 
  • Ensure pricing and packaging strategy stays aligned with corporate strategic direction and goals.
  • Ensure the gross margins are understood for all pricing across the product portfolio in collaboration with Finance.
  • Align with Product and Engineering teams globally to ensure that strategic bundling, COGs, licensing, and packaging are synchronized with product launches.
  • Assist Growth and PM leaders to facilitate in-product pricing, packaging, and delivery strategies for sales expansion.
  • Work closely with Sales and Customer Expansion to meet with customers to conduct primary research and analysis.
  • Deep understanding of competitive pricing strategies.
  • Deep understanding of evolving SaaS pricing and packaging strategies in other verticals.
  • Develop and inspect KPIs to measure progress and drive adoption of new packages for net new logos and expansion into existing partners.
  • Oversee the production of reports for executive leadership in support of pricing and packaging initiatives.
  • Develop a deep understanding of the company’s strategic objectives and use the knowledge to increase the operational effectiveness of various techniques related to pricing and packaging strategies.
  • Assist with strategic pricing and packaging bundles for emerging lines of business.
  • Oversee pricing and packaging strategy training throughout the organization in conjunction with Product Marketing and Sales Enablement teams.
  • Work closely with teams to facilitate strategy around online transactional and traditional PO/invoice sales motions.
  • Create and implement a plan to migrate existing client base to new pricing and/or distribution models.
  • Implement packaging strategy that supports adding new functionality, pricing changes, and retiring of older packages.
  • Apply advanced analytics, statistical and financial modeling tools for portfolio and product analysis to identify optimal pricing actions and analyze impacts to determine the success of pricing strategy, offers and tests.

Knowledge, Skills, and/or Abilities Required:

  • 5+ years strategic pricing experience with planning and delivery in both a direct, online, and channel-sales centric environments.
  • 3+ years SaaS experience in pricing / margin / packaging inclusive of relevant broad global requirements for revenue recognition.
  • Experience working with geographically distributed personnel across business units and time zones.
  • Experience working with large SaaS product portfolio, Platform Strategy, and subscription service offerings.
  • Strong affinity for data and analysis. Deep experience with analytics, Excel, and other tooling would be helpful.

Educational/Vocational/ Previous Experience Recommendations:

  • Bachelors or Masters in Finance and/or Administration or equivalent experience in related fields such as CS, Data Science, etc.

In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual compensation range for this role, depending on individual candidate level and experience, is $200,000-$250,000, including base salary and any related bonuses or commissions.
JumpCloud provides a comprehensive benefits package, with several medical plans to choose from including a high deductible HSA plan with employer contribution, two dental plans, vision insurance, flexible spending account (FSA), employee assistance program (EAP), short- and long-term disability, life insurance and a 401k savings plan with match. We have an unlimited vacation policy.

#LI-JC1

Where you’ll be working/Location:
JumpCloud is committed to being Remote First. All of our roles are remote. If a role requires you to be in a certain location or country, that will be clearly stated in the job description. All roles posted in United States locations do require that you be located within one of the 50 U.S. States.

Our Headquarters is in the Denver/Boulder, CO area. Once we reopen our offices you will have the opportunity to remain fully remote, work from one of our office locations (CO only currently) or flex your time. 

Why JumpCloud?  
If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.

Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud. Please note JumpCloud is not accepting third party resumes at this time.

JumpCloud is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status. 

#LI-Remote #LI-JC1

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Location

Our Headquarters are located in the business park adjacent to the Home Depot off of McCaslin Boulevard in Louisville, CO. We also have an office in downtown Denver, near 16th Street Mall. JumpCloud is a Remote First organization with employees located in 40+ states in the U.S. and 5 countries.

An Insider's view of JumpCloud

What’s the vibe like in the office?

A key trait for us is having an open, positive mind. We believe that taking the road less travelled - or at least exercising that path - will create new, different, and interesting ideas. We ask our teams to always consider the outside-of-the-box solution to a problem and encourage them to try those creative ideas.

Aaron

VP of People

What projects are you most excited about?

Growth! JumpCloud is actively growing in Denver/Boulder and across the U.S. Attracting and engaging a diverse group of talent as we continue to expand is my main focus. JumpCloud has a strong culture of learning, so we're always looking at what we're doing and adjusting to make it even better.

Katy

Manager, People Attraction

What makes someone successful on your team?

My team members feel empowered to create, design and execute with a lot of freedom at JumpCloud. This enables them to take an active role in their career development and the development of other team members at JumpCloud.

Courtney

Manager, Learning and Development

How do you make yourself accessible to the rest of the team?

I'm available pretty much anytime via email, Slack, phone, in person. More than the communication vehicles and time, I really like to dig in on projects with our teams. By working on important issues together as just another voice or hand to help, I think that helps the team feel that I'm accessible to them and there to help.

Rajat

CEO

How do you make yourself accessible to the rest of the team?

One of the core roles in our engineering group is called pathfinder. They are constantly looking at different areas of our product and future plans and coming up with innovative new ways to achieve these. These engineers lead sessions with cross-functional teams on how to leverage their innovations for competitive advantage in the marketplace.

Rajat

CEO

What are JumpCloud Perks + Benefits

JumpCloud Benefits Overview

JumpCloud offers

Culture
Friends outside of work
Eat lunch together
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Unconscious bias training
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
JumpCloud employees can contribute up to $2750.00 annually to their FSA.
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
JumpCloud's health insurance policy covers up to ___% of out of pocket expenses.
Life Insurance
Wellness Programs
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
JumpCloud provides employees with a flexible work schedule that includes ___.
Remote Work Program
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
JumpCloud offers an unlimited PTO program to our team members.
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Company Outings
JumpCloud hosts company outings Monthly.
Stocked Kitchen
Happy Hours
Parking
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Online course subscriptions available
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