Role Overview
Strategic leader responsible for rebuilding our Client's product pricing, packaging, and monetization architecture to support the company’s shift from SMB/PLG roots to enterprise, sales-led motion. This is not an analyst role; it is a cross-functional commercial strategy role operating at the intersection of Product, Sales, Marketing, Finance, and RevOps.
Why This Role Exists
- Pricing and packaging are still structured for SMB / PLG
- Company has moved upmarket into enterprise deals
- Multiple pricing models exist with no unified strategy
- Sales negotiating complex procurement deals without pricing framework
- Customers struggle to understand usage-based pricing
- Product portfolio lacks rationalized packaging structure
- No CPOP or central owner of pricing strategy
Core Mission
Design and operationalize an enterprise-ready monetization strategy across the product portfolio.
Key Responsibilities
Product Portfolio Rationalization (Top Priority)
- Map all products and pricing models
- Identify inconsistencies in packaging and pricing logic
- Align product packaging with enterprise buyer needs
- Create a structured, rationalized product/pricing architecture within first 90 days
Pricing Model Strategy
- Standardize philosophy across:
- % of revenue (billing product)
- Usage / sessions / subscriber-based pricing (growth product)
- Seat-based pricing (CPQ)
- Define when and why each model applies
- Create pricing guardrails and structures for enterprise selling
Usage-Based Monetization
- Simplify how usage pricing is presented and adopted
- Align usage metrics to customer value
- Develop tiers, guardrails, and predictability for buyers
Enterprise Packaging Evolution
- Transition SMB-style packaging to enterprise-ready tiers
- Define volume commitments, contract structures, and enterprise pricing logic
Sales Pricing Enablement
- Develop discount frameworks and negotiation guardrails
- Equip sellers for procurement-level pricing discussions
- Reduce ad hoc discounting
Packaging, Naming & Value Framing
- Own how products are bundled and named
- Ensure packaging reflects value delivered
- Blend pricing strategy with product marketing thinking
Cross-Functional Scope
Works across:
- Product (pricing tied to product architecture)
- Sales (deal structures, discounting)
- Marketing (packaging & positioning)
- RevOps (operationalizing pricing)
- Finance (margin & ARR mechanics)
- Customer-facing teams (adoption barriers)
Ideal Candidate Background
- SaaS platform pricing experience
- Experience with usage-based / consumption models
- Background in product pricing & packaging, not just finance modeling
- Experience supporting SMB → Enterprise evolution
- Has built monetization frameworks across multiple product lines
- Blend of pricing strategist + product marketer + commercial operator
Success in First 90 Days
- Form informed point of view on rationalizing product portfolio
- Propose unified monetization framework
- Align Sales, Product, and stakeholders on pricing direction