The Director, Pricing and Packaging will develop and execute pricing strategies for a multi-product portfolio, driving revenue growth and aligning with a sales-led go-to-market approach.
Role Description
We are seeking a strategic and experienced leader to join us as Director, Pricing and Packaging. This role will drive the development and execution of pricing and packaging strategies that accelerate growth across a multi-product portfolio and align with a sales-led go-to-market (GTM) motion. You will play a critical role in shaping the company’s monetization strategies, leveraging your expertise in multi-product environments and sales-led models to deliver exceptional results.
Responsibilities
- Strategic Leadership: Develop and implement a cohesive company-level pricing and packaging strategy, ensuring alignment with a sales-led GTM motion and multi-product offerings.
- Revenue Acceleration: Drive revenue growth through innovative pricing models, bundling strategies, and tailored approaches for different customer segments, considering the nuances of multi-product environments.
- Customer Insights: Lead customer research initiatives, including quantitative pricing studies (e.g., conjoint analysis, Van Westendorp), and leverage insights to shape strategies that address customer needs and purchasing behavior in sales-led engagements.
- Data-Driven Decision-Making: Analyze customer, usage, transaction, and market data to identify key trends, inform strategic decisions, and deliver actionable insights to the executive team.
- Cross-Functional Collaboration: Partner with Sales, Product, Product Marketing, Finance, Sales Operations and Executive teams to ensure pricing and packaging strategies are operationally executable and aligned with broader business goals.
- Executive Influence: Present recommendations to senior leadership, driving alignment and gaining buy-in for strategies that impact revenue growth and customer satisfaction.
Requirements
- 8+ years of experience in the technology industry, with a focus on Pricing & Packaging, Monetization, Business Planning, Product Marketing, or Corporate Strategy.
- 2+ years leading pricing and packaging initiatives in multi-product organizations with a sales-led GTM motion.
- Proven success designing and executing monetization strategies that scale in sales-driven and multi-product settings.
- Strong understanding of pricing frameworks and methodologies, including tiered models, value-based pricing, and usage-based approaches for complex product portfolios.
- Advanced analytical skills with experience synthesizing large datasets into actionable strategies.
- Familiarity with segmentation, predictive analytics, and sales enablement metrics.
- Demonstrated ability to incorporate customer research into monetization strategies tailored to sales-led customer journeys.
- Deep understanding of sales cycles and how pricing influences decision-making across deal stages.
- Strong collaboration skills with experience leading cross-functional initiatives that require alignment across Sales, Product, and Marketing.
- Exceptional communication and presentation skills, with a proven ability to influence senior executives.
Preferred Qualifications
- Bachelor’s degree in business, economics, or related quantitative disciplines; MBA preferred.
- Expertise in balancing customer acquisition, expansion, and retention in sales-led contexts.
Compensation
US Zone 1
$246,100—$332,900 USD
US Zone 2
$221,500—$299,700 USD
US Zone 3
$196,900—$266,300 USD
Top Skills
Data Analysis
Predictive Analytics
Pricing Frameworks
Quantitative Research
Sales Enablement Metrics
Dropbox Boston, Massachusetts, USA Office
Boston, MA, United States
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