Pricing, Packaging, and Commercialisation Senior Manager

Summary

Join Xero and help strengthen its commercial, packaging, and pricing capabilities. This dual role involves leading pricing and packaging strategy for the US and assisting with global payments pricing. You will collaborate with various teams, analyze commercial insights, set strategies, and engage with senior stakeholders. Responsibilities include developing commercial frameworks, working with product teams on new propositions, executing pricing changes, optimizing product mix, and monitoring competitor activity. Success hinges on contributing to Xero's commercial outcomes, impacting revenue, ARPU, and customer acquisition.

Requirements

• 6+ years experience in pricing execution and commercial management roles, at least 2 in payments specific pricing roles
• Deep understanding of payments pricing
• Understanding of packaging and pricing strategies, methodologies and tools
• Experience collaborating with a diverse stakeholder group to realise commercial outcomes
• Demonstrated experience in developing and evaluating packaging and pricing scenarios, commercial options, and roadmaps for both short and long term planning
• Ability to ‘switch’ between execution and strategy
• Highly analytical and data driven
• Strong execution skills
• Ability to break down complex problems, and deliver real-world business outcomes
• Ability to build effective relationships and demonstrate excellent negotiation skills with various stakeholder groups
• Ability to thrive in a fast-paced environment

Responsibilities

• Working with the rest of the Pricing and Commercialisation team and US Leadership team, develop our overarching commercialisation framework and pricing and packaging strategy for the UK
• Work with Product teams to develop business cases for new propositions across Xero, ensuring the proposals are consistent with our overarching commercialisation framework
• Lead day to day pricing execution (including regular price changes), including implementation of packaging and pricing changes in line with our Packaging and Pricing strategy
• Work with the GTM regional teams and Revenue Operations to shape and optimise our product mix across regions and channels
• Engage and work closely with key Strategy, Finance, Customer, Regional and Product colleagues to ensure alignment over product commercialisation and GTM activities
• Monitor, track and report on competitor pricing activity to inform our pricing recommendations
• Work with our Voice of Customer team to drive customer research into packaging and pricing
• Manage day to day governance around commercialisation, packaging and pricing decisions
• Represent our commercialisation, packaging and pricing capability internally and provide input into other relevant Xero projects
• Input into strategy and prioritisation of technology systems supporting our packaging and pricing
• Provide inputs into various pricing, packaging, and commercialisation projects

Preferred Qualifications

• Technology (and particularly SaaS) background is a plus
• Demonstrated experience in assistance delivering on packaging and pricing recommendations (incl. technology and system implications)

Benefits

• Very generous paid leave to use however you’d like (plus statutory holidays!)
• Dedicated paid leave to care for your physical and mental wellbeing as well as an Employee Assistance Program to access mental health care for you and your family
• Employee resource groups
• Wellbeing programming and allowances
• Medical, dental, vision, and disability insurance
• Fertility and family forming financial support
• 401k contribution matching
• 26 weeks of paid parental leave for primary caregivers
• An Employee Share Plan
• Beautiful offices with snacks and break areas
• Flexible working
• Career development