The cybersecurity industry has an effectiveness problem. Every year new technologies, vendors, and solutions emerge, and yet despite this constant innovation we continue to see high profile breaches in the headlines. All organizations know they need better security, but the dizzying array of options leave resource-constrained IT and security leaders wondering how to proceed. At Arctic Wolf, our mission is to End Cyber Risk through effective security operations. To achieve this, we believe that organizations must do three key things: 1) Optimize existing IT and security controls 2) Add expertise to establish 24x7 coverage 3) Continually review their cybersecurity posture and implement strategic actions to strengthen it

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations.

Our mission is simple: End Cyber Risk. We’re looking for a Senior Director, Pricing & Packaging to be a part of making this happen.

About the Role

The Senior Director, Pricing and Packaging will lead the development of our pricing strategy and analysis in support of our overall business and specifically the marketing, sales, operations, and product teams. The Senior Director, Pricing and Packaging will have an excellent appreciation of the dynamics of SaaS and ideally with experience in the cybersecurity market, excellent analytical skills, and the ability to work across multiple executive stakeholders.

Responsibilities

Work alongside executive leadership to develop short and long-term pricing and packaging strategies that to support Arctic Wolf’s product and financial goals.
Conduct pricing analyses to inform pricing strategy for new, renew and upsell/cross-sell offerings.
Pricing support for strategic projects including COGS & GM analysis for product & proposition launches and pricing refreshes.
Create models to assess price elasticity, feature/price trade-offs, and identify opportunities to optimize pricing to increase profitability.
Take ownership of the process of proposing pricing programs, gaining approvals with key stakeholders and executive staff, and ensure effective implementation working with appropriate cross-functional teams.
Responsible for the creation of price books and discount guidelines and ensuring these are designed effectively to deliver simplification and standardization.
Trend analysis and insights related to pricing and discount by product and segment.
Market understanding: deliver key insights with respect to pricing strategies and tactics implemented by like (size, maturity, technology) organizations across to ensure that we use pricing as a lever in our success.
Customer insights: coordinating with win/loss analysis on AW deals, determine how we can better effect pricing strategies to improve our win rates across all our segments.
Competitive intelligence: for key focused competitors work alongside the CI function to ensure we have line of sight and perspective on key competitor’s pricing and packaging strategies and tactics.
Sales enablement: as and when required create and deliver appropriate content to ensure sales can effectively position and use our pricing and packaging as a benefit to prospects and customers.
Attend and participate in industry events gathering market insights and information that will help our sales efforts
Act as a knowledge base and point of contact to sales teams to provide market intelligence and insights that may assist them in specific negotiations and deals.

Who You Are

Strong analytical and leadership skills
Excellent understanding of the cybersecurity market, and or, other markets that are driven or are dependent on SaaS.
Detail oriented, well organized, efficient with time management
Excellent writing and presentation skills
Strong ability to collaborate with sales and product teams
Flexible and able to shift strategies and tactics when required
Drives process rigor and scale and expands processes to address strategic complexities
Fast learner, able to understand new technologies and process changes

Minimum Qualifications

12+ years providing pricing strategy and analysis for a B2B organization
7+ years of experience in a leadership role
Strong financial literacy
Advanced experience working with cross-functional, multi-phase and complex project management
Strong experience in presenting to executive teams and sales, marketing, and product audiences.

Preferred Qualifications

Bachelor's degree
Experience in cybersecurity

About Arctic Wolf

At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry.

Our Values 

Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good. 

We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.  

We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities. 

All wolves receive compelling compensation and benefits packages, including: 

Equity for all employees
Flexible time off and paid volunteer days
RRSP and 401k match
Training and career development programs
Comprehensive private benefits plan including medical, mental health, dental, disability, life and AD&D, and value-added services
Robust Employee Assistance Program (EAP) with mental health services
Fertility support and paid parental leave

Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing recruiting@arcticwolf.com. 

Security Requirements 

Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).
Background checks are required for this position. 
This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these U.S. export control laws and regulations.

Senior Director, Pricing & Packaging

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