Head of Pricing and Packaging

Summary

Join Sprout Social's Marketing team as the Head of Pricing and Packaging, reporting to the VP of Revenue Marketing. You will define and manage the global pricing and packaging strategy, lead a team of pricing strategists, and collaborate with cross-functional teams. Leveraging data and analytics, you'll identify opportunities for improvement and optimize pricing strategies. This role requires extensive experience in SaaS pricing, team leadership, and cross-functional collaboration. The ideal candidate is a strategic leader with strong analytical and communication skills. Sprout offers a comprehensive benefits package, including insurance, paid time off, and professional development opportunities.

Requirements

• 12+ years of experience working in SaaS businesses
• 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
• Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit)
• Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution
• Sprout offers “Flexible Paid Time Off” and ten paid holidays
• Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan