Senior Director, Pricing & Packaging
Location
California + 4 moreAll locations: California | Rhode Island | South Carolina | Tennessee | Texas
Posted
38 days ago
Salary
$215K - $230K / year
Seniority
Senior
Job Description
Senior Director, Pricing & Packaging
Gainsight
• Own the end-to-end pricing and packaging strategy across Gainsight’s product suite by conducting analysis, modeling options, and making recommendations that align customer value, product adoption and market dynamics • Lead the transition from seat-based pricing toward usage-based or hybrid monetization models where appropriate • Develop long-term monetization strategies that support Gainsight’s product roadmap and AI-driven platform evolution • Present monetization performance and key pricing decisions to the board and Executive Leadership Team as needed • Partner cross-functionally with Product, Sales, RevOps and Finance to ensure monetization strategies are aligned with customer needs and company goals • Partner with and oversee deliverables from external pricing consultancies as needed • Lead pricing and packaging design for new products and launches in partnership with the product GMs • Design and evolve value metrics, tiering and packaging strategy, bundling, cross-sell and upsell motions and a cross-functional governance process • Conduct competitive research and market analysis to inform pricing strategy and GTM decisions, adapt pricing strategy to new agentic and usage-based models • Build and maintain financial models to forecast the impact of pricing and packaging changes, partnering with Finance to support business case development • Track and report on monetization KPIs, identifying areas of friction, opportunity, or optimization across pricing, adoption, and retention • Partner with RevOps on our CPQ transformation • Support acquisition integration from a pricing/packaging perspective by assessing commercial models and contributing to launch plans
Job Requirements
- 10+ years of experience in pricing strategy, business operations, or GTM strategy, ideally in B2B SaaS or technology
- Strong analytical and financial modeling skills, comfortable in Excel/Sheets, and with BI tools (e.g., Sigma)
- Experience conducting competitive and market research with the ability to turn insights into clear recommendations
- Ability to communicate clearly and influence stakeholders across teams, from Product to Sales to Finance
- Familiarity with SaaS business models, usage and outcome based pricing and product-led or AI-driven GTM strategies
- Exceptional analytical and problem-solving skills
- Ability to translate data insights into actionable pricing strategies
- Strong executive communication and storytelling
Benefits
- fully covered medical premiums (employee-only)
- flexible PTO
- 401(k) plan
- dental and vision coverage
- remote work options
- $10,000 lifetime fertility stipend
- access to coworking spaces around the globe
- dedicated Recharge Holidays - one long weekend each quarter to relax and reset
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