Pricing, Packaging, and Commercialization Senior Manager

Summary

Join Xero and help strengthen our commercial, packaging, and pricing capabilities! This dual role involves leading pricing and packaging strategy for the UK and assisting with global discounting frameworks. You will collaborate with various teams, analyze commercial insights, set strategies, and engage with senior stakeholders. Success hinges on contributing to key commercial outcomes like revenue, ARPU, and new proposition success. You'll develop commercial frameworks, work with product teams on new propositions, execute pricing changes, and optimize product mix. This role requires strong analytical, execution, and relationship-building skills.

Requirements

• 6+ years experience in pricing execution and commercial management roles
• 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
• Demonstrated experience in assistance delivering on packaging and pricing recommendations (incl. technology and system implications)
• 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 UK 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

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
• An Employee Assistance Program to access mental health care for you and your family
• Private medical insurance
• Gym passes
• Employee resource groups
• 26 weeks of paid parental leave for primary caregivers
• An Employee Share Plan
• Beautiful offices
• Flexible working