Lead the development and execution of pricing strategies for B2B SaaS offerings, collaborating with various departments to ensure alignment with business objectives.
About the Role
Outreach is a B2B SaaS company with AI-powered solutions and a hybrid model of subscription and usage-based pricing. We are seeking a Director of Pricing and Packaging to lead the strategy, governance, and execution of our monetization model. This critical role sits within the Product Operations function and partners closely with Product, Sales, Finance, Marketing, and Business Systems to drive scalable, customer-centric pricing strategies. You will own the end-to-end pricing lifecycle—from strategy development to driving executive decision-making, program managing the systems implementation, and contributing to sales enablement—ensuring we can effectively monetize new capabilities, transact on new offerings, and fuel the company’s next phase of growth.
Location: This role can be hybrid in Seattle, Atlanta, or remote within the US.
Your Daily Adventures Will Include
- Partner with Product Management to develop monetization strategies for new features and capabilities across subscription and usage-based offerings, including AI-driven products.
- Lead strategic pricing analyses, competitive benchmarking, and customer research to support data-driven recommendations.
- Drive executive alignment through structured pricing proposals, trade-off analysis, and briefings—leading the decision-making process through the Pricing Council.
- Own the company’s pricing governance structure, including facilitation of the Pricing Council (executive forum) and Pricing Working Group (cross-functional execution forum).
- Manage the intake, evaluation, approval, and rollout of pricing and packaging changes.
- Ensure pricing decisions are aligned with strategic objectives, customer segmentation, and financial goals.
- Translate pricing strategy into actionable business and technical requirements in partnership with the Business Systems team.
- Ensure systems (e.g., billing, CPQ, commerce) are configured to support accurate quoting, packaging, and billing for new and existing offerings.
- Oversee or directly manage key implementation workstreams, ensuring cross-functional accountability and timely delivery.
- Collaborate with Sales Enablement and Revenue Operations to ensure commercial teams understand and can sell new pricing and packaging models.
- Partner with Marketing to ensure accurate and consistent messaging of pricing and packaging to prospects and customers.
- Serve as the central point of contact for all pricing-related initiatives across Product, Finance, Sales, Marketing, Legal, and Customer Success.
- Support scenario modeling and ROI analysis to guide investment and packaging decisions.
Our Vision Of You
- 8–10+ years of experience in pricing strategy, product operations, or monetization within a B2B SaaS company.
- Experience with both subscription and usage-based pricing models; familiarity with AI/ML product monetization is a strong plus.
- Proven ability to lead cross-functional initiatives and influence executive stakeholders.
- Strong analytical and financial modeling skills with a strategic mindset.
- Experience managing pricing implementation via business systems and tools (e.g., Salesforce CPQ, Zuora, etc.).
- Comfortable shifting between strategic discussions and hands-on execution.
- Familiarity with pricing for AI-powered features or platform capabilities.
Nice to Have's
- Experience facilitating or contributing to pricing governance forums.
- Background in PLG environments or commercial/enterprise sales motions.
#LI-SC1
Top Skills
AI
Salesforce Cpq
Zuora
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