Senior Director, Commercial Strategy

Job not on LinkedIn

October 2

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

🌽 Illinois – Remote

Although this job is listed in Illinois, this company may be open to hiring remote in other states.

+2 more states

🏄 California – Remote 🌽 Illinois – Remote 🤠 Texas – Remote 🧀 Wisconsin – Remote

💵 $206k - $308k / year

⏰ Full Time

🟠 Senior

👔 Director

🦅 H1B Visa Sponsor

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Zendesk

WebsiteLinkedInAll Job Openings

SaaS • B2B • Customer Support

Zendesk is a company that provides a comprehensive suite of customer service and sales solutions. Their offerings include messaging, live chat, AI-driven automation, data privacy and protection, and an agent workspace, all designed to enhance customer experience and support operations. Their platform is designed to be flexible and scalable, catering to businesses of all sizes, including small enterprises, startups, and large corporations. Zendesk emphasizes the importance of integrated workflows and personalized customer interactions, leveraging customer data and AI to improve service efficiency. Additionally, they provide professional services, resources for training, and a strong emphasis on diversity, inclusion, and sustainability.

5001 - 10000 employees

Founded 2007

☁️ SaaS

🤝 B2B

💰 Grant on 2019-09

📋 Description

• Define multi-year pricing, packaging, and monetization strategies covering our AI, Customer Experience and Employee Service Suite portfolios, and enterprise add-ons (Contact Center, WFM, QA, Data Privacy, and Copilot AI). • Lead monetization for new capabilities (especially AI), developing attractive pricing, value metrics, usage thresholds, and hybrid usage/commit structures. • Evolve packaging frameworks (good/better/best, bundle, consumption-tiered) across customer segments, geographies, and partnerships. • Conduct willingness-to-pay and elasticity research, run pricing pilots, and optimize based on robust data and market insights. • Chair an executive-level Pricing Committee to ensure cross-functional alignment on pricing decisions; Collaborate closely with product management and marketing to drive monetization agenda • Lead company-wide transitions to new revenue models, including migration planning for the installed base and corresponding customer/stakeholder communication strategies. • Partner cross-functionally to drive alignment across CPQ, billing, SKU taxonomy, entitlements, and data/analytics to ensure operational accuracy and financial integrity. • Develop policies for grandfathering, renewals, and revenue protection during transitions. • Design and launch competitive programs focused on winning market share from key competitors • Structure compelling promotions and pricing frameworks with clear financial and strategic benefit to Zendesk, partners, and customers • Drive initiatives to reduce discounting and strengthen pricing discipline across global sales and partner motions • Own CLTV, CAC payback, attach/expansion, and monetization analytics frameworks and reporting dashboards. • Monitor ARR/NRR, attach rates, and deal cycle metrics to drive ongoing performance optimization via pricing

🎯 Requirements

• Bachelor's degree in Business, Finance, Economics, or a related quantitative field; MBA preferred. • 10+ years of experience in pricing strategy, with at least 5 years in a leadership role within a SaaS company. • Strong analytical and quantitative skills, with proficiency in financial modeling and data analysis tools. • Deep fluency in pricing research methods (WTP, conjoint, elasticity, AB testing) • Proven ability to translate complex data into actionable pricing strategies and business insights. • Excellent communication and presentation skills, with the ability to influence stakeholders at all levels. • Demonstrated ability to lead and develop a high-performing team. • Strong project management skills with the ability to manage multiple initiatives simultaneously. • Proven success leading pricing for multi-product portfolios at scale. • Experience leading cross-functional executive initiatives and influencing at the C-suite level.

🏖️ Benefits

• bonus • benefits