About this role
Director-level pricing and monetization leader responsible for the packaging and revenue strategy of PagerDuty's Operations Cloud. Own end-to-end pricing lifecycle, lead SKU migrations and monetization experiments, and partner with Product, Sales, Finance, and Marketing to translate pricing into field execution and commercial results.
Key Responsibilities
- Own packaging architecture and tiers
- Lead SKU design and experimentation
- Own monetization platform roadmap
- Provide pricing & packaging leadership to cross-functional teams
- Operationalize pricing for the field
- Manage discount governance
Technical Overview
Product-first pricing leadership with focus on packaging architecture, entitlements, usage-based levers, and monetization infrastructure. Responsible for monetization platform roadmap, pricing governance, and integration with billing/quoting tools to empower field teams.
Ideal Candidate
The ideal candidate is an executive-level pricing/monetization leader with 10+ years in B2B SaaS, who has owned packaging architecture, led pricing experiments, and influenced product, sales, finance, and GTM strategies to drive ARR growth.
Must-Have Skills
10+ years in B2B SaaS pricing/monetizationexperience owning packaging architecture and feature tiering decisionsexperience running pricing experiments and measuring commercial impactcross-functional credibility with SalesFinanceProductand Go-To-Market leadershipexperience managing pricing change in the fieldability to mentor and grow pricing/product roles
Nice-to-Have Skills
experience with usage-based/consumption pricingfamiliarity with monetization infrastructure (entitlementsbilling systemsSKU tooling)familiarity with B2B SaaS deal structuresdiscount governanceand revenue recognition considerationspricing strategy at scale toward $1B+ ARRrevenue recognition
Tools & Platforms
Billing systemsSKU toolingmonetization platformsales & finance tooling
Required Skills
pricingmonetizationpackaging architecturetiersusage-based pricingentitlement frameworksSKU toolingSKU migrationsdiscount governancebilling systemsmonetization platformfinancial modelingARRAnnual Recurring Revenuerevenue recognitioncross-functional collaborationgo-to-marketfield pricingcohort strategy
Hard Skills
pricingmonetizationpackaging architecturefeature tieringtiersusage-based pricingentitlement frameworksmonetization platformusage trackingbilling systemsSKU toolingSKU migrationspricing experimentsdiscount governancefinancial modelingAnnual Recurring RevenueARRrevenue recognitioncross-functional collaborationgo-to-marketfield pricingcohort strategymonetization infrastructuremonetization review process
Soft Skills
cross-functional collaborationleadershipmentoringcommunicationstakeholder managementdata-driven decision makingbusiness acumeninfluence
Keywords for Your Resume
Director of Pricing & Monetizationpricingmonetizationpackaging architecturetiersusage-based pricingentitlement frameworksSKU migrationspricing experimentsdiscount governancemonetization platformbilling & quoting infrastructureSKU architectureARRAnnual Recurring Revenuerevenue recognitioncross-functional collaborationgo-to-marketmonetization infrastructurefinancial modelingcohort strategybilling systems
Deal Breakers
Not willing to collaborate cross-functionally with Sales, Finance, Product, and GTM, No experience in leading pricing changes in the field
Get matched to jobs like this
Luna finds roles that fit your skills and career goals — no endless scrolling required.
Create a Free Profile