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
Similar Jobs
Fintech • Machine Learning • Payments • Software • Financial Services
The role involves leading strategic business projects to enhance customer centricity within the Business Cards and Payments team, focusing on operational alignment, communication with executives, and project management.
Fintech • Machine Learning • Payments • Software • Financial Services
The role involves managing AI/ML products at Velocity Black, collaborating with stakeholders, optimizing concierge services, and driving innovation. Candidates should have experience in product management and a passion for AI/ML technologies.
Top Skills:
AIMlSQL
Fintech • Machine Learning • Payments • Software • Financial Services
The role involves managing the Velocity Black Concierge product, collaborating with stakeholders, enhancing luxury concierge offerings, and prioritizing product development based on customer experience and business needs.
Top Skills:
Artificial IntelligenceDigital ProductsMobile Payments
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
