Requirements
- 10+ years of experience in pricing, monetization, or commercial strategy at B2B software companies, with at least one full cycle of leading a major pricing model transition (subscription to consumption, seat-based to usage-based, or platform repricing).
- Direct, hands-on experience designing and rolling out consumption-based, outcome-based, or AI-native pricing models at companies past $100M ARR.
- Strong analytical foundation, with the ability to build the financial model yourself and reason fluently about unit economics, cost-to-serve, gross margin, willingness-to-pay, and elasticity.
- Working technical understanding of usage-based billing infrastructure, including event metering, rating, entitlements, proration, overage, and revenue recognition.
- Demonstrated experience partnering with a Billing function on the operational side: invoicing, dunning, true-ups, dispute handling, and the day-to-day mechanics of running a consumption-based book.
- Track record of building pricing frameworks and decision tools that product teams use directly to launch new SKUs, rather than every pricing decision routing through a central team.
- Demonstrated ability to operate across Product, Finance, Sales, Customer Success, Engineering, and Billing, and to bring those functions into alignment on contentious commercial decisions.
- Excellent written communication, with experience writing strategy documents and pricing narratives that executive teams and boards can act on.
- A clear point of view on how AI is changing software monetization, informed by direct exposure to companies on the frontier of this shift.
- Experience leading large enterprise deal structures and a comfort engaging directly with customer economic buyers when it matters.
- Bachelor's degree required
Nice to Have
- MBA or equivalent analytical background a plus.
- Pricing leadership at an AI-native software company that ships agent-based or copilot-based products, where you owned the commercial model from first principles rather than inheriting a SaaS playbook.
- Experience pricing software that meters value at the work-unit level (per job, per resolution, per outcome, per token-with-margin) and reconciling that with enterprise procurement expectations.
- Direct experience working with modern billing platforms (e.g., Metronome, Orb, Stripe Billing, Zuora, m3ter) or building a comparable internal system.
- Time spent at a public software company that completed a successful pricing model transition, where you saw the gross margin, ARR, and Wall Street narrative implications play out at scale.
- Prior experience as a product manager, financial analyst, or strategy consultant before moving into pricing, with the rigor that background brings to commercial modeling.
- Active engagement with the pricing community writing publicly about AI monetization (posts, talks, frameworks), and a track record of forming a view before consensus settles.
Benefits
- Stock equity to ensure that as the company grows, you share directly in that success.
- Up to 100% employer-paid premiums for medical, dental, and vision coverage for employees and their dependents, along with comprehensive wellness benefits and healthcare concierge services designed to support your needs beyond traditional insurance.
- A comprehensive suite of financial benefits, including a 401(k) plan, company-paid life and disability insurance, tax-advantaged spending accounts, and a range of discounted voluntary offerings to help you customize and strengthen your overall financial position.
- Paid Parental Leave policy, after six months of employment. Employees also receive access to Kindbody fertility and family-building benefits and dedicated leave specialists who help guide you through the entire process.
- Generous annual stipends for both professional and personal development, empowering you to invest in your continued growth. You’ll also have access to a wide range of internal learning opportunities, ensuring you can build new skills, deepen your expertise, and advance your career with confidence.
- Flexible vacation policy, paid holidays, and other perks to recharge.
Work Arrangement
Hybrid — Bay Area
Team
Team size: 600+
Additional Information
- This role will receive a competitive base salary, benefits, and stock, typically in the form of Restricted Stock Units (RSUs).
