Offer summary

Qualifications:

8–10+ years of experience in pricing strategy or product operations within a B2B SaaS company., Strong analytical and financial modeling skills with a strategic mindset., Experience with subscription and usage-based pricing models, including AI/ML product monetization., Proficiency in managing pricing implementation through business systems like Salesforce CPQ or Zuora..

Key responsibilities:

Develop and lead monetization strategies for new features and offerings.

Manage the end-to-end pricing lifecycle from strategy to execution and systems implementation.

Collaborate with cross-functional teams including Product, Sales, Marketing, and Finance.

Support sales enablement and ensure pricing decisions align with company goals.

Job description

About the Role

Outreach is a B2B SaaS company with AIpowered solutions and a hybrid model of subscription and usagebased pricing. We are seeking a Director of Pricing and Packaging to lead the strategy, governance, and execution of our monetization model. This critical role sits within the Product Operations function and partners closely with Product, Sales, Finance, Marketing, and Business Systems to drive scalable, customercentric pricing strategies. You will own the endtoend pricing lifecycle—from strategy development to driving executive decisionmaking, program managing the systems implementation, and contributing to sales enablement—ensuring we can effectively monetize new capabilities, transact on new offerings, and fuel the company’s next phase of growth.

Location: This role can be hybrid in Seattle, Atlanta, or remote within the US.

Your Daily Adventures Will Include Partner with Product Management to develop monetization strategies for new features and capabilities across subscription and usagebased offerings, including AIdriven products.
Lead strategic pricing analyses, competitive benchmarking, and customer research to support datadriven recommendations.
Drive executive alignment through structured pricing proposals, tradeoff analysis, and briefings—leading the decisionmaking process through the Pricing Council.
Own the company’s pricing governance structure, including facilitation of the Pricing Council (executive forum) and Pricing Working Group (crossfunctional execution forum).
Manage the intake, evaluation, approval, and rollout of pricing and packaging changes.
Ensure pricing decisions are aligned with strategic objectives, customer segmentation, and financial goals.
Translate pricing strategy into actionable business and technical requirements in partnership with the Business Systems team.
Ensure systems (e.g., billing, CPQ, commerce) are configured to support accurate quoting, packaging, and billing for new and existing offerings.
Oversee or directly manage key implementation workstreams, ensuring crossfunctional accountability and timely delivery.
Collaborate with Sales Enablement and Revenue Operations to ensure commercial teams understand and can sell new pricing and packaging models.
Partner with Marketing to ensure accurate and consistent messaging of pricing and packaging to prospects and customers.
Serve as the central point of contact for all pricingrelated initiatives across Product, Finance, Sales, Marketing, Legal, and Customer Success.
Support scenario modeling and ROI analysis to guide investment and packaging decisions.

Our Vision Of You
8–10+ years of experience in pricing strategy, product operations, or monetization within a B2B SaaS company.
Experience with both subscription and usagebased pricing models; familiarity with AIML product monetization is a strong plus.
Proven ability to lead crossfunctional initiatives and influence executive stakeholders.
Strong analytical and financial modeling skills with a strategic mindset.
Experience managing pricing implementation via business systems and tools (e.g., Salesforce CPQ, Zuora, etc.).
Comfortable shifting between strategic discussions and handson execution.
Familiarity with pricing for AIpowered features or platform capabilities.

Nice to Haves
Experience facilitating or contributing to pricing governance forums.
Background in PLG environments or commercialenterprise sales motions.
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