Pricing & Packaging Director

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🔥 6 minutes ago

🏄 California – Remote

🏄 California – Remote

💵 $176k - $264k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

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1Password

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2009

🔒 Cybersecurity

☁️ SaaS

⚡ Productivity

💰 $620M Series C on 2022-01

Cybersecurity • SaaS • Productivity

1Password is a leading password management and cybersecurity company that offers solutions for both individual and business customers to securely store and manage passwords, secrets, and sensitive information. With features like extended access management (XAM), 1Password empowers users to manage access to every application and web account, ensuring security across all devices with alerts for possible breaches. Trusted by over 150,000 businesses, 1Password provides comprehensive security solutions that enhance productivity by enabling easy and secure sharing of credentials and managing permissions, while maintaining high visibility and control. Their services cater to enterprises and families, providing protection from bad actors in today's SaaS-centric hybrid work environment.

📋 Description

• Collaborate closely with senior leadership to create pricing and packaging strategies that unlock significant incremental new business and expansion ARR growth. • Identify and understand customer value drivers through market research, segmentation, and customer willingness to pay. • Lead the collection and analysis of market data, industry trends, and pricing competitive intelligence to inform strategic decision-making and go-to-market strategies. • Refine pricing and packaging models for new and existing products aligned with 1Password growth and profitability goals. • Lead the repackaging of the B2B offering with multi-tier packaging to capture value up and down the market. • Partner with product marketing to create the packaging and pricing for new products during the new product launch process. Assess market and customer price sensitivity, competitor pricing, and 1Password financial objectives in new and adjacent categories to establish initial pricing, and test pricing post-launch. • Develop the pricing strategy to support the sales of our core products through distributors, resellers, and MSPs in North America, EMEA, and APJ. • Create pricing and packaging options for monetizing advanced support and/or professional services offerings. • Evaluate opportunities to lower or raise pricing in B2C and B2B offers to maximize market share capture and customer lifetime value. • Partner with product and technology teams to simplify and improve the efficiencies of product-led growth (PLG) self-service renewal motion, incentivizing upgrades to the next product tier and optimizing renewal rates. • Develop a programmatic promotions framework in partnership with GTM, and then deliver promotions to accelerate and unblock new business pipeline, incentivize expansion and renewals, and make it simple for current customers to adopt new products when launched. • Formalize pricing operations and establish durable pricing guidelines and a governance model. Deliver a method to experiment with pricing or packaging over time. • Assess operational and alignment issues with historical and current pricing and packaging, develop a roadmap to reduce the ‘legacy pricing and packaging debt’ over time, then prioritize and execute the work. • Iterate and optimize the portfolio of product and services packages to complement additions and enhancements to the product suite in order to ensure customers are successful throughout their lifecycle. • Deliver regular updates to executive leadership, offering actionable proposals and recommendations based on market intelligence, competitive intelligence and Voice of Customer insights. • Train organization on new pricing and packaging through direct participation in Billing and Revenue Operations team meetings, GTM enablement sessions, and town hall meeting presentations. • Act as the primary point of contact for all pricing questions for cross functional teams, partners and analysts.

🎯 Requirements

• 10+ years in pricing, strategy, finance, or a combination of relevant functions with in-depth knowledge of SaaS business models and subscription pricing • Hands-on experience with proven impact developing pricing and packaging strategies that maximize revenue and profitability across new and existing products, and across a range of customer segments. • Experience across North America, EMEA, and APJ markets and with direct-to-consumer, PLG and sales-driven GTM motions. • Deep experience working with finance teams to develop financial models that evaluate product margins and the impact of pricing changes on ARR and LTV • Exceptional analytical skills and comfort working with quantitative and qualitative analyses, financial modeling, sensitivity analyses, pricing studies, and pricing research. • Excellent business acumen to evaluate and analyze key business drivers, risks and opportunities. • Strong collaborator able to influence cross-functional teams and leverage partners across product, marketing, sales, finance, and data to execute the work that activates the pricing and packaging strategy. • Effective communicator that can drive a clear narrative on pricing analyses and recommendations for an executive leadership audience, building consensus and resolving conflict across all levels of the organization. • A strategist and operator that can translate strategy into actionable plans, and also guide a team to efficiently execute on those plans in an ambiguous and high-growth environment. • Growth mindset that continuously evaluates and refines approaches based on feedback to ultimately maximize impact and effectiveness for the business, customers and the people you work with.

🏖️ Benefits

• immediate participation in 1Password's benefits program (health, dental, 401k and many others) • utilization of our generous paid time off • an equity grant • participation in our incentive programs