Sr. Director, Pricing & Packaging

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking.

That is magic at work, and it’s what we show up for every day.

Own end-to-end pricing & packaging for Smartsheet’s global product portfolio, leading a major commercial transformation from traditional seat-based licensing to modern consumption‑ and value‑based monetization, with AI as a core value driver. This is a highly visible, hands‑on operator role that turns strategy into execution and builds a scalable, data‑driven pricing engine.

You will report to the VP of Product Management located in our Bellevue, WA office, or you may work remotely from anywhere in the US where Smartsheet is a registered employer.

• Own global pricing & packaging strategy across products, segments, and geographies, tightly linked to revenue growth, NRR, and competitive positioning.
• Translate current pricing strategy work into an executable monetization roadmap, including sequencing of changes and risk management.
• Lead cross‑functional alignment across Product, Sales, Finance, Rev Ops, Customer Success, and Marketing; run a regular pricing governance forum with executive stakeholders.
• Act as the senior “voice of pricing” with the executive team, providing clear recommendations and trade‑off frameworks.
• Design and implement consumption and value‑based pricing models for the core platform and new AI‑driven capabilities (e.g., metered usage, credits, feature entitlements).
• Define value metrics and units of consumption that align to customer outcomes and usage patterns, while keeping constructs simple and understandable.
• Build hybrid models that balance PLG / self‑serve and enterprise sales motions (tiers plus usage add‑ons, overage models, expansion paths).
• Continuously evolve packaging (tiers, bundles, add‑ons) to drive adoption of AI features and expansion into new segments and use cases.

• Ensure all pricing and packaging changes are designed with customer experience at the center: transparency, predictability, and administrative simplicity.
• Collaborate with Customer Success and Support to capture field feedback, understand edge cases, and refine policies based on real‑world usage.
• Partner with Product Marketing to create clear external narratives and collateral that explain value, pricing, and upgrade paths in simple, customer‑friendly language.

• Convert strategy into executable pricing changes: detailed designs, policies, playbooks, rollout plans, and internal tooling requirements.
• Establish and run a robust pricing governance process: decision rights, approval thresholds, exception handling, and global consistency.
• Partner with Product & Engineering to embed pricing and packaging into product design (entitlements, limits, metering, upgrade triggers) and ensure customers have robust tools to manage licenses and usage.
• Work with Rev Ops and Sales to operationalize discounting frameworks, deal guidelines, and renewals / expansion motions; ensure strong field enablement and change management.
• Coordinate with Legal and Finance on contract structures, terms, and revenue recognition implications of new models.

• Build an analytics capability around pricing: define and track key metrics (ARR, NRR, ARPU, attach rates, churn, price realization, discount levels, migration performance).
• Lead structured customer and market research, including willingness‑to‑pay studies, segmentation analyses, and competitive benchmarking.
• Design and run experiments and pilots (A/B tests, regional rollouts, cohort migrations) to validate price levels, packaging structures, and value metrics before global deployment.
• Partner with Data Science / BI to model revenue and margin impact of proposed changes; stress‑test scenarios and downside risks, and establish clear “go /…