Vice President, Pricing

Summary

Join Toast as the Vice President of Pricing and lead the development and execution of the company's global pricing strategy across its SaaS and fintech offerings. You will collaborate with cross-functional teams, conduct market research, and develop pricing models aligned with business objectives and customer value. Responsibilities include establishing pricing frameworks, optimizing pricing for customer acquisition and retention, and implementing pricing tools and processes. The role requires experience with various pricing models, understanding of financial regulations, and strong analytical skills. Toast offers a competitive compensation and benefits package, including a hybrid work model.

Requirements

• Experience with different pricing models (e.g., subscription, usage-based, transaction-based, tiered pricing)
• Understanding of financial regulations and compliance requirements related to payment processing
• Familiarity with key metrics in both SaaS (e.g., CLTV, churn) and fintech (e.g., transaction volume, average transaction value)
• Strong analytical and modeling skills to evaluate the financial impact of pricing decisions

Responsibilities

• Lead the development and execution of Toast's global pricing strategy, considering the unique dynamics of both the SaaS and fintech markets. This includes establishing a framework for pricing software subscriptions, hardware, payment processing fees, and financial services
• Conduct market research and competitive analysis to inform pricing decisions. Benchmark against other SaaS providers and fintech companies, with a focus on understanding different value propositions and revenue models
• Collaborate with Product teams to understand product value and develop pricing models. This includes defining value metrics for both software features and financial products, and aligning pricing with those metrics
• Partner with Sales and Marketing teams to optimize pricing for customer acquisition and retention. Develop pricing strategies that resonate with different customer segments in both the restaurant and broader business markets
• Work with Finance to model the financial impact of pricing changes and ensure appropriate forecasting, discounts, and allowances to accurately report pricing calculations. This includes understanding the interplay between SaaS recurring revenue and fintech transaction-based revenue
• Develop and implement pricing tools and processes to support scalable growth. This may include implementing pricing software, usage tracking tools, and dynamic pricing capabilities
• Guide strategic pricing & contracting deal development based on customer segment offers and bids, ensuring alignment with brand strategy and profitability. This involves navigating complex deals that may include a mix of software, hardware, and financial services
• Stay abreast of industry trends and best practices in pricing within both the SaaS and fintech sectors. This includes monitoring regulatory changes, emerging technologies, and competitive landscapes

Benefits

• We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry
• Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs
• The base salary range for this role is listed below. The starting salary will be determined based on skills and experience
• In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions, if eligible), benefits, and equity (if eligible)
• Pay Range$222,000 — $355,000 USD
• We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs