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Director, Pricing Strategy

1 month ago
United States
Full-time
Executive
Financial Analyst
Sales and Business Development
Machine Learning
Apply Now
instacart.careers

instacart.careers

Instacart is a leading grocery technology company in North America that works with grocers and retailers to transform how people shop. They partner with over 1,000 national, regional, and local retail banners to facilitate online shopping, delivery, an...

Internet Software & Services
1K-5K
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Description

  • Lead the development of pricing strategies across Instacart’s product offerings to maximize retailer success and support business objectives.
  • Design and continuously optimize scalable pricing and packaging frameworks for different retailer segments and geographies.
  • Partner with Product and R&D to define pricing models for new products and features.
  • Conduct competitive benchmarking and market research to refine pricing strategies and better address retailer needs.
  • Implement go-to-market pricing processes, including approval workflows, discounting policies, and deal desk frameworks.
  • Collaborate with Finance and Revenue Operations to model pricing scenarios, validate assumptions, and assess financial impact.
  • Drive pricing pilots for enterprise solutions and scale improvements across the pricing lifecycle.
  • Develop sales-enablement materials to help revenue teams communicate pricing and packaging value propositions.
  • Lead retailer-focused pricing governance forums to support consistent and transparent decision-making.
  • Partner with Sales Operations to track pricing performance metrics such as win rates, ARPU, attach rates, and retention.

Requirements

  • 8+ years of experience in pricing strategy, monetization, strategic finance, or a related field, with focus on B2B SaaS, platforms, or retail technology.
  • Proven success creating and executing pricing strategies that deliver measurable commercial outcomes.
  • Experience with subscription-based and usage-based pricing models, including predictive financial modeling and ROI analysis.
  • Strong analytical skills with experience in scenario modeling, elasticity studies, and conjoint/WTP analyses.
  • Demonstrated cross-functional leadership experience partnering with Product, Finance, Sales, Legal, and Marketing teams.
  • Excellent written and verbal communication skills with the ability to simplify complex pricing strategies for internal and external stakeholders.
  • Ability to think critically, adapt in ambiguous environments, and iterate continuously.
  • Experience establishing and managing pricing governance frameworks.
  • Experience developing pricing strategies for enterprise solutions, including e-commerce or fulfillment platforms, is preferred.
  • Familiarity with AI and machine-learning product monetization models is a plus.
  • MBA or advanced degree in business, economics, or a related field is preferred.

Benefits

  • Remote role with Flex First work flexibility, allowing employees to choose where they work.
  • Highly market-competitive compensation and benefits.
  • Eligible for a new hire equity grant.
  • Eligible for annual refresh equity grants.
  • Base salary range of $248,000 to $261,000 USD in CA, NY, CT, and NJ; $238,000 to $251,000 USD in WA; $227,000 to $239,000 USD in select states; and $206,000 to $218,000 USD in all other states.

Interested in this position?

Apply directly on the company website

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