VP, Pricing and Licensing Strategy

| Greater Boston Area
Apply now
By clicking continue you agree to Built In’s Privacy Policy and Terms of Use.

VP, Pricing and Licensing Strategy

Company Description

Rapid7 (Nasdaq: RPD) is advancing security with visibility, analytics, and automation delivered through our Insight cloud. Our solutions simplify the complex, allowing security teams to work more effectively with IT and development to reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. Over 9,300 customers rely on Rapid7 technology, services, and research to improve security outcomes and securely advance their organization. For more information, visit our website, check out our blog, or follow us on LinkedIn.

The Opportunity

The Vice President, Pricing & Licensing Strategy will be responsible for leading the pricing organization, building pricing and monetization frameworks that increase customer value while driving business revenue and margin growth. This person will guide the pricing function from understanding customer value drivers to the development of scalable pricing and licensing models and metrics, and building packaging strategies that meet our customers where they are. 

Leveraging deep knowledge in go-to-market (GTM) strategy and business models, and working collaboratively to understand our customers, competitors, market, and business economics, the VP will spearhead the development of innovative business models and approaches, and work with cross-functional teams to research, test, establish and implement pricing, packaging, and promotions.

Reporting to our CMO, you will partner closely with Commercial Operations and Finance to ensure the deployment of commercial systems, tools, governance, and monitoring. You will work with our Practice Leaders, Go To Customer Business heads, and other members of the Executive Leadership Team to deliver meaningful growth and profit through robust and scalable pricing activities, and efficient and effective tactical execution. This is an opportunity to bring more value to our customers and help them close the security achievement gap...and join Rapid7 on our amazing journey to $1b+. 

The Role
  • Develop a deep understanding of customer value drivers and the business economics impacting purchasing choices.

  • Bring visibility to lead generation, customer management, monetization, contracting, and other key steps of the product and solution monetization process through pricing analytics and automation.

  • Partner with Practice Leaders in the product development cycle, ideating and proposing new product and service pricing and packaging.

  • Deliver clear strategy and execution roadmaps for meeting Practice needs and drive alignment across key functions.

  • Provide customer intelligence that enables conclusions based on a clear understanding of customers' spend across their product/solution portfolio.

  • Create innovative B2B product bundling/pricing ideas to increase total revenue per customer.

  • Develop a platform commercial model that drives greater usage, consumption, and expansion of Rapid7 solutions and capabilities.

  • Contribute thought-leadership on pricing, and bring best practices into the company.

  • Work collaboratively with our Product Marketing, Sales, and Marketing teams to understand customer needs, buying patterns, channels, and how Rapid7’s product and services can maximize share of customer wallets.

  • Identify and propose new packaging, product reconfigurations, bundling, and price promotions to capitalize on new market opportunities, and increase adoption and success for specific market segments, geographies, or other opportunities.

  • Regularly review existing price structures and levels to identify opportunities to deliver more value for Rapid7 and customers, such as increasing market share, facilitating customer adoption, or better capturing market value.

  • Partner with our FP&A and pricing/revenue analytics team, helping them to identify and implement improvements in analytical techniques and data infrastructure to improve the quality of pricing choices.

  • Ensure that price changes are communicated effectively to customers, partners, and any other key constituents, working collaboratively with Product Marketing and Sales.

  • Measure the impact of price changes, and communicate results internally, including comparisons to expectations and goals. 

  • Optimize post-acquisition pricing models.

  • Steer staff of professionals and provide coaching and development to help grow their careers.

What makes you a good fit for this role? 
  • Solid command of microeconomics, pricing elasticity, primary variables influencing pricing, and relevant strategies for optimizing

  • Highly proficient in B2B value-based pricing and in the operationalization of pricing strategies through sales activities 

  • Deep understanding of product and solution bundling strategies 

  • Proven experience in negotiating large and complex deals 

  • Able to leverage data and robust analytics in supporting your pricing strategy recommendations and then work across a highly matrixed organization to drive execution

Qualifications and Traits 
  • 8+ years of Revenue Optimization experience

  • 5+ years of team management experience

  • Demonstrated path of increasing responsibilities

  • Excellent communication skills and experience collaborating and influencing across disciplines

  • Ability to balance strategic thinking with attention to detail and pragmatic execution

  • Experience working on structuring large deals and leading complex B2B negotiations

  • Experience with data, analytics, and BI tools

  • Understanding of enterprise database concepts and pricing automation

  • High degree of emotional intelligence, with the ability to facilitate change and collaborate with stakeholders across the organization 

  • Excellent communication skills with the ability to communicate complex ideas and data

  • Bachelor's degree; MBA and Professional Pricing Certification preferred

  • Experience with a top tier consulting firm would be desirable

Read Full Job Description
Apply now
By clicking continue you agree to Built In’s Privacy Policy and Terms of Use.

Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • GolangLanguages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • RubyLanguages
    • ScalaLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • DjangoFrameworks
    • ExpressFrameworks
    • FlaskFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • SparkFrameworks
    • SpringFrameworks
    • TensorFlowFrameworks
    • CassandraDatabases
    • MongoDBDatabases
    • MySQLDatabases
    • PostgreSQLDatabases
    • RedisDatabases
    • Google AnalyticsAnalytics
    • OptimizelyAnalytics
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • ConfluenceManagement
    • JIRAManagement
    • WordpressCMS
    • SalesforceCRM

Location

Rapid7 is conveniently located between the North End and West End of Boston, with plenty of restaurants, bars and public transport close by.

An Insider's view of Rapid7

What does your typical day look like?

For the majority of the day it’s a mix of weekly check-ins with various teams, project updates, and the occasional brainstorm.

When I’m not in meetings I’ve got headphones in while planning, writing, or designing — at my desk or perched somewhere around the office.

Grace

Senior Brand Storyteller

What are some things you learned at the company?

When we talk about being a moose and impact together, what we are saying is that we support each other on our journey forward. We actively look for ways to collaborate, strengthen our ideas and learn from each other, no matter what department you may be in at Rapid7.

David

Global Director of Sales Engineering

What are Rapid7 Perks + Benefits

Culture
Volunteer in local community
Once a year, Rapid7 offices across the globe close for the day so employees can volunteer.
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Highly diverse management team
Rapid7 is led by a diverse management team that represent the security community we serve. We believe that we all have a responsibility to continuously improve our DE&I efforts.
Unconscious bias training
We believe in continuous learning, our in-house trainers conduct consistent diversity trainings. We advocate for diverse thinking and strive to cultivate a workforce that mirrors the best minds.
Someone's primary function is managing the company’s diversity and inclusion initiatives
Diversity Employee Resource Groups
We have so many amazing and organically created employee resource groups! These internal Rapid7 communities allow for an authentic experience where diverse employees and allies can come together.
Hiring Practices that Promote Diversity
We've taken the Parity Pledge, we reinforce strategic recruitment, we are committed to diversity partnerships, and we understand the importance in training around unconscious bias.
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Employee Stock Purchase Plan
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Our remote work program includes full-time remote for specific positions, Work remotely on occasion as needed.
Family Medical Leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Our employees receive unlimited hours per year of paid volunteer time.
Paid Holidays
Paid Sick Days
Employees receive unlimited hours per year of paid sick leave.
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Rapid7 has a fully stocked kitchen including unlimited snacks, coffee, tea and all of the flavored sparkling water you can handle.
Some Meals Provided
Employees get free lunch during quarterly in-office Town Halls and some team meetings.
Happy Hours
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Continuing Education stipend
Variable.
Time allotted for learning
Online course subscriptions available
Paid industry certifications
More Jobs at Rapid7101 open jobs
All Jobs
Finance
Data + Analytics
Design + UX
Dev + Engineer
HR + Recruiting
Marketing
Operations
Product
Project Mgmt
Sales
Developer
new
Boston
Developer
new
Boston
Operations
new
Boston
Operations
new
Boston
Data + Analytics
new
Boston
Finance
new
Boston
Operations
new
Boston
Developer
new
Boston
Project Mgmt
new
Boston
Developer
new
Boston
Marketing
new
Boston
Operations
new
Boston
Project Mgmt
new
Boston
Operations
new
Remote
Operations
new
Boston
Sales
new
Boston
Data + Analytics
new
Boston
HR + Recruiting
new
Boston
Operations
new
Boston
Design + UX
new
Boston
Operations
new
Boston
Finance
new
Boston
Data + Analytics
new
Boston
Operations
new
Boston
HR + Recruiting
new
Boston
Sales
new
Boston
Operations
new
Boston
Project Mgmt
new
Boston
Data + Analytics
new
Boston
Sales
new
Boston
Marketing
new
Boston
Developer
new
Boston
Finance
new
Boston
Project Mgmt
new
Boston
Data + Analytics
new
Boston
Operations
new
Boston
Developer
new
Boston
Developer
new
Boston
HR + Recruiting
new
Boston
Apply now
By clicking continue you agree to Built In’s Privacy Policy and Terms of Use.
Save jobView Rapid7's full profileSee more Rapid7 jobs