Pricing Strategy and Monetization Director

Job Responsibilities

Pricing Strategy & Governance

• Establish a centralized pricing function with clear ownership, decision rights, and governance processes across product, sales, partners, revenue operations, finance, and marketing. • Define and document pricing principles and review cadences for pricing and packaging changes. Ensure pricing is treated as a strategic lever at the executive level, not an ad‑hoc or reactive activity. Pricing & Packaging Design

• Lead the evolution of pricing models and packaging structures aligned to customer segments and value delivered. • Own value metric selection, ensuring metrics are simple, defensible, and aligned to customer outcomes. • Partner with Product to influence roadmap prioritization using pricing and monetization insights. Market & Customer Segmentation

• Define and refine customer segments and geographies to ensure pricing/packaging clarity by segment - building deep understanding of willingness‑to‑pay and value drivers per segment. Margin, Cost & Discount Management

• Build foundational cost and margin visibility across products and services, including hosting, services, and support costs. Work closely with GTM leadership to ensure incentives match product profitability. • Define target margins and floor pricing by segment and offering. Competitive & Win‑Loss Intelligence

• Establish ongoing competitive pricing and packaging benchmarking, including feature‑to‑price comparisons. • Partner with revenue operations and product marketing on structured win‑loss analysis to separate price issues from product or positioning gaps. Analytics, Modeling & Systems

• Work with revenue operations to track core pricing KPIs and provide insights on trends: win rates, ASP, discount rates, margin by deal, renewal uplift, NDR, and price realization – by product. • Build forecasting and scenario models to quantify the impact of pricing changes on ARR, margin, churn, and expansion. • Drive a continuous feedback loop between product usage data, customer value realization, and pricing and packaging strategy in partnership with Product and Engineering

Go‑to‑Market Enablement & Change Management

• Lead pricing change communication, sales training, and value storytelling to reduce default discounting behaviors – partnering with product, product marketing and enablement teams. • Guide design of customer transition workflows, grandfathering strategies, and renewal pricing motions to protect long‑term value. Minimum Qualifications, Education, and Skills

• 8–12+ years in pricing strategy and monetization in a multi-product SaaS organization. • Experience building or scaling a pricing function. • Strong analytical and modeling skills. • Strong familiarity with Salesforce

• Proven cross-functional leadership and influence skills. • Comfortable operating at both strategic and execution levels

Travel Requirements

Up to 10% travel required. Primarily for quarterly cross-functional meetings. Compensation

Salary will be commensurate with experience. Culture, Career Opportunities and Benefits

We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas. Here are just some of the initiatives that make our culture special:

• Second Fridays (a company-wide day off on the second Friday of every month minus November and December of 2025 due to the Holiday schedule). Please note that this benefit is subject to change. - Comprehensive benefit coverage globally. - Generous paid parental leave globally. - Competitive time off globally. - Dedicated employee-focused ambassadors via Key Contributors & Culture Committees. - DIVERSE Commitment, a call to action for a more inclusive and diverse future in business, society, and technology. - The Keyfactor Alliance Program to support DEIB efforts. - Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays. - Global Volunteer Day, company non-profit matching, and 3 volunteer days off. - Monthly Talent development and Cross Functional meetings to support professional development. - Regular All Hands meetings – followed by group gatherings. Our Core Values

Our core values are extremely important to how we run our business and what we look for in every team member:

Trust is paramount.

We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.

Customers are core.

We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.

Innovation never stops, it only accelerates.

The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.

We deliver with agility**.**

We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.

United by respect**.**

Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.

Teams make “it” happen.

*Vision and goals are not individually achievable – they require teamwork. Keyfactor Privacy Notice