Strategic Pricing Lead

Overview

Quest Software builds the foundation for enterprise AI with solutions in data governance, cybersecurity, and platform modernization
. More than 45,000 companies, including 90% of the Fortune 500, trust Quest to solve their most critical IT challenges. From securing identities and modernizing platforms to preparing data for AI, we help enterprises unlock their full potential.

We are seeking a Strategic Pricing Manager to lead pricing, packaging, licensing, and monetization initiatives across our cybersecurity and platform management portfolio. In this role, you will help shape how Quest brings products to market by developing data-driven pricing strategies that maximize revenue growth, profitability, market competitiveness, and customer value realization.

You will partner closely with Product Management, Product Marketing, Sales, Finance, Revenue Operations, and Executive Leadership to evaluate market opportunities, optimize commercial models, and support strategic initiatives including new product launches, SaaS transformations, acquisitions, and portfolio integrations. This is a highly visible role requiring strong analytical skills, executive presence, and the ability to influence business decisions through fact-based recommendations.

The Strategic Pricing Manager will serve as the primary authority for pricing strategy, competitive pricing intelligence, licensing optimization, and monetization best practices across the portfolio, helping ensure Quest maintains a differentiated and scalable commercial strategy.

This is a remote role with occasional travel (up to 20%) for strategic planning sessions, customer engagements, and executive meetings

Pricing Strategy & Monetization

Lead the development and execution of pricing strategies across software, SaaS, subscription, and recurring revenue offerings.

Evaluate pricing models, packaging structures, licensing frameworks, feature tiers, and product bundles to optimize customer adoption and business outcomes.

Develop recommendations for consumption-based, platform, AI, and emerging monetization models.

Support pricing and packaging decisions for new product introductions, portfolio expansions, and acquisition integrations.

Identify opportunities to increase revenue, improve customer retention, expand margins, and accelerate growth through commercial optimization.

Market Intelligence & Competitive Analysis

Establish and maintain a comprehensive competitive pricing intelligence program.

Analyze competitor pricing, packaging, licensing, and go-to-market approaches across key markets including cybersecurity, identity security, data security, and platform management.

Benchmark Quest offerings against major competitors and emerging market entrants.

Provide executive-ready assessments and strategic recommendations based on market trends, customer buying behavior, and competitive dynamics.

Identify market opportunities that can influence roadmap, investment, and monetization decisions.

Pricing Analytics & Business Modeling

Develop and maintain financial models that evaluate pricing scenarios, market opportunities, elasticity, and revenue impact.

Conduct quantitative analysis on bookings, renewals, win/loss trends, customer adoption, discounting practices, and profitability.

Build business cases supporting strategic pricing initiatives and product investments.

Measure and report the business impact of pricing changes and portfolio optimization programs.

Develop dashboards and executive reporting that provide visibility into pricing effectiveness and business performance.

Sales & Commercial Strategy Support

Partner with Sales, Sales Operations, and Revenue Operations to improve pricing governance and discount management practices.

Support strategic customer opportunities with pricing guidance, deal analysis, and commercial recommendations.

Provide pricing frameworks and negotiation support for complex enterprise transactions.

Help define pricing policies, approval processes, and commercial best practices that balance growth and profitability objectives.

Develop tools and assets that improve consistency in pricing decisions across the organization.

Cross-Functional Leadership

Partner with Product Management to align pricing strategy with product value, roadmap priorities, and customer demand.

Collaborate with Product Marketing to define packaging, positioning, and differentiated value propositions.

Support Finance with forecasting, strategic planning, margin analysis, and investment…