Director of Pricing & Monetization

About the Role

Pager Duty is seeking a Director of Pricing & Monetization to own the strategy and execution of how we package, price, and monetize our Operations Cloud platform. This product‑first role reports to the VP of Product Strategy & Growth and bridges Product, Sales, Finance, and Marketing to ensure pricing strategy translates into commercial results.

What You’ll Own

• Define and evolve Pager Duty’s packaging architecture – tiers, feature placement, usage‑based levers, and entitlement frameworks – in partnership with Product and Engineering.
• Build and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early.
• Lead SKU design and experimentation, developing frameworks for rapid and safe packaging changes.
• Own the monetization platform roadmap – usage tracking, entitlement flexibility, SKU experimentation velocity – in partnership with Engineering and Revenue Systems.
• Provide pricing and packaging leadership to other product teams across the portfolio.

• Operationalize pricing for the field: discount governance, approval workflows, customer‑facing messaging, and enablement materials.
• Lead packaging migration execution for legacy customers to modern Operations Cloud plans, including cohort strategy, field playbooks, and communication.

• Track and report on pricing initiative performance – win rates, discount patterns, migration progress, ARR impact by segment.
• Build or leverage financial modeling with Finance to evaluate pricing scenarios and segment impact.
• Engage customers regularly to pressure‑test pricing assumptions and surface friction points.

What You’ll Build

• Billing & quoting infrastructure – core systems supporting deal execution and revenue operations.
• Pricing calculators and field tools – internal tools for sizing and quoting deals.
• Discount approval workflows – existing governance for deal‑level pricing decisions.
• SKU architecture – portfolio of plans spanning legacy and modern Operations Cloud offerings.
• Partner with executive leadership to align pricing strategy with company‑level ARR and growth targets.

Drive the evolution of this foundation to enable faster pricing decisions and give go‑to‑market teams trusted, high‑uptake tools.

Leadership Opportunity

• Pricing Analyst – financial modeling and plan analysis.
• Pricing Manager – SKU migrations and pricing execution.
• Technical PM / Monetization Ops – infrastructure scaling.

Elevate this team from execution support to a strategic pricing function sought by product and sales leaders.

Basic Qualifications

• 10+ years in B2B SaaS across product management, pricing strategy, and/or monetization.
• Demonstrated ownership of packaging architecture and feature tiering decisions.
• Track record of pricing experiments with measurable commercial impact.
• Strong cross‑functional credibility with Sales, Finance, Product, and GTM.
• Experience managing pricing change in the field – migrations, repackaging, new monetization models – with stakeholder communication skills.
• Ability to mentor and grow other pricing and product roles.

Preferred Qualifications

• Experience transitioning to usage‑based or consumption pricing.
• Familiarity with entitlements, billing systems, SKU tooling.
• Familiarity with B2B SaaS deal structures, discount governance, revenue recognition.
• Led or contributed to pricing strategy at a company scaling toward $1B+ ARR.

What Success Looks Like

• Deep understanding of current SKU architecture, billing systems, and field pricing dynamics.
• Relationships with Sales Strategy, Deal Desk, Finance, and key Product leaders.
• Monetization review process proposed and underway.

• 1–2 packaging experiments launched and instrumented.
• Improved pricing tools – measurable increase in field confidence and usage.
• Strengthened discount governance with clear ownership and sign‑off process.
• Improved SKU creation process – documented and faster turnaround.

• Measurable ARR impact: improved win rates on Operations Cloud, reduced discounting frequency, accelerated legacy SKU migration.
• Monetization infrastructure roadmap in flight; billing and quoting systems…