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Pricing & Packaging Lead

15 hours, 37 minutes ago
North America
Full-time
Lead
Sales Operations
Operations
Salesforce SQL
Apply Now
Hightouch

Hightouch

Hightouch is a leading Data Activation platform that simplifies the collection, preparation, and synchronization of data into various tools without the need for manual work or traditional CDPs. Powered by Reverse ETL, Hightouch enables seamless data sy...

IT Services
51-250
$92M raised
View All Jobs 13

Description

  • Own pricing and packaging strategy with executive and product leadership, including value metrics, tiers, platform fees, usage commitments, overages, true-ups, and order-form structure.
  • Lead the pricing workstream for material product launches and evaluate willingness-to-pay, win/loss data, discounts, competition, margins, and revenue-recognition implications.
  • Rationalize existing pricing frameworks into a coherent price book with list prices, unit definitions, bundling rules, discount guidance, renewal standards, and legacy-contract migration policies.
  • Build pricing enablement resources, calculators, scoping tools, configurators, and approval guidance for 100+ account executives and their managers.
  • Partner with Deal Desk, account executives, and sales managers on seven-figure, multi-product, multi-year, and non-standard deals.
  • Own business requirements and governance for CPQ product catalogs, price books, pricing rules, bundles, consumption logic, overages, and approval thresholds.
  • Work with GTM Systems on CPQ implementation, testing, acceptance criteria, and downstream data integrity for billing, ARR reporting, compensation, and margin analysis.
  • Advise GTM Compensation on product-level commissions and incentive structures using margin and pricing analysis.
  • Monitor discount depth, price realization, packaging mix, and deal outcomes, iterating frameworks when they fail in practice.

Requirements

  • Experience owning pricing and packaging at a high-growth B2B SaaS company, ideally through product diversification or a pricing-model transition.
  • Experience selling to enterprise customers at multi-$100K and $1M+ price points and building price books.
  • Expertise with consumption and hybrid pricing models, including value metrics, commits, drawdowns, overages, minimums, and true-ups.
  • Experience pricing AI or usage-metered products preferred.
  • Experience working directly with founders and executive leaders to analyze options, make recommendations, and defend pricing decisions.
  • Ability to model margin, revenue, forecasting, and P&L impacts in partnership with Finance.
  • Experience partnering with sales teams and Deal Desk on complex commercial negotiations.
  • Experience writing pricing requirements for CPQ or quote-to-cash systems, including product catalogs, price books, and pricing rules.
  • Fluency with spreadsheets, BI tools, SQL, and increasingly AI tooling; demonstrated ability to build adopted calculators and pricing resources.
  • First-principles, iterative approach with strong judgment, communication, and execution skills.

Benefits

  • Annual salary of $200,000–$260,000, location-independent under the remote-first policy.
  • Meaningful equity compensation through ISO options.
  • Early exercise available for equity options.
  • 10-year post-termination exercise window for equity options.
  • Remote-first work policy.

Interested in this position?

Apply directly on the company website

Apply Now

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