Head of Pricing and Packaging

Summary

Join Sprout Social as a Senior Director, Pricing and Packaging and lead the global pricing and packaging strategy. You will manage a team of pricing strategists, utilize data analytics to identify improvement opportunities, and collaborate with cross-functional teams. Responsibilities include defining pricing strategies, monitoring performance, conducting customer research, and managing new pricing proposals. The ideal candidate possesses 12+ years of software experience, 5+ years leading pricing and packaging in B2B SaaS, and deep experience with SaaS pricing models. Preferred qualifications include experience with pricing platforms and a STEM degree. Sprout offers a comprehensive benefits package including insurance, paid time off, parental leave, wellness initiatives, and professional development opportunities.

Requirements

• 12+ years of experience working in software
• 5+ years of experience leading pricing and packaging work for a B2B SaaS organization, including 3+ years managing teams
• Familiarity with user-based pricing and alternate pricing models, self-serve and sales-led go-to-market motions and Mid Market / Enterprise customer buying behavior
• Deep experience with SaaS pricing models, tools, and processes. You will have had direct experience running pricing analysis, including Van Westendorp analysis, Gabor Granger and Max Diff
• Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams

Responsibilities

• Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback
• Lead a small team of pricing strategists
• Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data
• Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making
• Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results
• Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs
• Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out

Preferred Qualifications

• Experience working with pricing platforms such as Qualtrics, Conjointly, etc
• Undergraduate degree in a STEM discipline; advanced STEM degree is a plus

Benefits

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity and inclusion initiatives
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting
• Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter