Director of Product Management, Pricing and Licensing

About Opportunity:

We are looking to hire a Director of Product Management, Pricing and Licensing, to drive our vision forward and to help us scale as we approach the next phase of our growth. You'll lead pricing and packaging strategy, processes, and analysis that align with Veza's business objectives. You’ll assist the sales team in structuring deals that best fit customer requirements. You'll work alongside colleagues who have helped to shape the success of companies such as Google, Okta, AWS, VMware, and more. You will report to our Head of Product.

You Will:

• Lead product pricing and packaging strategy, processes, and analysis to ensure alignment with Veza’s business objectives
• Spearhead new pricing projects, including launching new SKUs, developing packaging, promotions, and discounting programs , driving new introductions by working cross-functionally, creating effective documentation, and training key stakeholders on upcoming pricing, packaging, and program changes.
• Build and maintain detailed pricing models and report on key metrics, including attach rates.  Perform revenue modeling and margin analysis.
• Own and continuously improve the Business Value Analysis (BVA) model to assist sales with quantifying the return on an investment for Veza’s products
• Design, implement, and own pricing processes with input from various stakeholders (e.g. Sales, Product, Operations, Finance, etc.) 
• Build and maintain a deep understanding of the competitive pricing and discounting methodologies and pricing levels
• Be a thought partner to leadership in designing pricing strategies that drive velocity, increase margins or order sizes
• Consistently analyze and communicate results of pricing performance to leadership, the Sales organization, and other stakeholders 

You Have:

• Education:
  • An undergraduate degree in mathematics, statistics, economics, finance, business, engineering, computer science, or natural sciences from a top-tier university
• Experience:
  • 10+ years of experience in technology Product Management or Product Marketing, and/or Management Consulting or Finance developing enterprise SaaS pricing structures for B2B offerings (targeting organizations  with 250+ employees)
  • Working knowledge of revenue recognition rules and/or ASC 606
  • Experience developing requirements and implementing license metering into a highly agile SaaS platform
  • Experience building scalable pricing processes for a growing sales organization
  • Experience building internal pricing tools, such as business value/ROI calculators, pricing and licensing collateral, and pricing training and enablement materials
  • Ability to switch between analytical and strategic aspects of the job
  • Superior verbal and written communications skills with a focus on crisp, concise and effective communication
  • High level of attention to detail and strong organizational skills to plan/execute within deadlines
  • Proficiency in financial and operational modeling, including using and creating advanced formulas in Excel and/or Google Sheets
  • Self-motivated with the ability to independently follow through on projects to completion

Nice to have:

• • Experience with cybersecurity security or identity markets
  • Professional experience in a high-growth start-up
  • MBA degree