Director of Pricing

Summary

Join Quilt Software as their Pricing Director and develop and execute comprehensive pricing strategies for software and payment offerings. Optimize subscription and payment pricing across the existing customer base, driving the company's Good | Better | Best pricing. This role ensures pricing strategies align with customer value and company objectives, including revenue growth. You will work cross-functionally with Sales, CX, and Marketing to refine pricing structures and implement strategies balancing customer needs and company goals. The ideal candidate possesses experience in pricing strategy development, particularly in SaaS and/or payments. This position is remote and based in the USA.

Requirements

• Bachelor’s degree in Business, Finance, Economics, or a related field
• 3+ years of experience in pricing strategy development with a focus on SaaS and subscription models, including experience with Good/Better/Best tiered pricing and payment models
• Pricing Expertise: Strong knowledge of SaaS pricing models, especially tiered pricing (G/B/B), customer segmentation, and payment pricing strategies
• Financial & Data Analysis: Proficiency in financial modeling, data analysis, and customer behavior analytics
• Management Consulting Mindset: Ability to apply strategic frameworks, analyze complex pricing challenges, and deliver actionable insights from a consulting perspective
• Cross-functional Collaboration: Proven ability to work across teams (Sales, Finance, Product) to drive alignment on pricing strategies
• Communication Skills: Ability to communicate complex pricing strategies clearly to both technical and non-technical stakeholders

Responsibilities

• Analyze and Segment Customer Base for Pricing Actions
• Optimize SaaS and payments pricing for the existing customer base by analyzing usage data and customer segmentation
• Build quantitative pricing model to optimize SaaS and payments pricing for the existing customer incorporating margin, customer health, industry dynamics, historical pricing changes and other key variables that may impact receptivity to price changes
• Maintain pricing model to generate monthly customer cohorts that are candidates for pricing changes
• Define and drive collaborative cross-functional process for taking recommended price changes through to execution
• Pricing Strategy & Market Segmentation
• Create pricing strategies based on customer personas and value-based pricing principles, ensuring that each segment receives tailored pricing models
• Continuously analyze customer data to refine segmentation and adjust pricing structures to optimize performance
• Stay on top of market trends and competitive pricing to keep our SaaS and payments offerings attractive and aligned with industry norms
• Align pricing strategies with overall business strategies as they evolve over time, by keeping informed of company progress and KPIs impacted by pricing optimization performance
• Develop targeted pricing strategies for different customer segments, with a focus on existing customers
• Collaborate with Customer Experience to implement price adjustment strategies that maximize long-term value for both the company and its customers, reducing churn and increasing lifetime value (LTV)
• Revenue Optimization
• Conduct in-depth analysis of current pricing structures to uncover opportunities for price optimization opportunities
• Run A/B tests and pricing experiments to assess the impact of changes to both pricing tiers and payment structures on conversion, retention, and customer behavior
• Regularly monitor and report on key pricing metrics, including customer acquisition cost (CAC), customer lifetime value (LTV), churn rates, and revenue per user (ARPU)
• Let insights from past price optimization performance inform future pricing actions
• Good/Better/Best Pricing Tiers
• Optimize Good/Better/Best (G/B/B) tiered pricing structures to drive upsells and provide customers with clear value distinctions between product levels
• Work with vertical leaders and sales to ensure that pricing tiers reflect customer needs, product features, and value perception, while maximizing revenue and reducing churn
• Work closely with Vertical leaders, Product and Sales teams to refine product packaging and align with pricing tiers, making it easier for customers to see the value in upgrading
• Data-Driven Decision Making
• Use data analytics tools (e.g., Excel, Tableau) to assess the impact of pricing changes and customer behavior on revenue and profitability
• Build and maintain dashboards to track the performance of various pricing and payment strategies and identify areas for improvement
• Regularly conduct pricing performance reviews to refine strategies based on market shifts, competitor actions, and internal performance metrics

Preferred Qualifications

• A Master’s degree, MBA, or advanced degree
• Consulting background with exposure to pricing optimization, payment models, or revenue strategy

Benefits

• 3 Weeks of PTO, Holidays, and Paid Volunteer Day
• Generous Medical, Dental, and Vision plans with low premiums
• Paid Parental Leave
• Company Sponsored Life Insurance
• 401k with Company Match
• Salary: 170k +
• Remote, based in the USA