Director, Pricing – Packaging

Responsibilities

• Partner with product leadership to develop and define our strategy for our products and customer segments
• Drive pricing and packaging programs/SPIFFs to accelerate revenue growth, optimize market positioning, and mitigate business risks across product lines.
• Own end-to-end delivery of programs—from concept through testing to launch—while effectively collaborating with cross-functional stakeholders and fostering organizational consensus.
• Lead advanced qualitative and quantitative research to validate strategic hypotheses, assess customer willingness to pay, and refine product positioning for maximum impact.
• Analyze buyer motivations and market dynamics to inform iterative pricing strategies that strengthen Tanium’s competitive advantage.
• Deep understanding of deal strategy and execution
• Establish and champion pricing frameworks and governance models to ensure consistency, areas for optimization and scalability across the entire product portfolio.
• Collaborate with Finance, Legal, and executive stakeholders to implement pricing and packaging strategies aligned with best practices and corporate objectives.

• Proven expertise in SaaS pricing strategy within IT Operations, Security, and Risk/Compliance domains is essential.
• Minimum 7+ years experience, including leadership in pricing and monetization strategy.
• Strong finance and data analytics foundation; MBA preferred.
• Demonstrated success in developing and executing monetization strategies for Enterprise SaaS or Infrastructure companies.
• Advanced analytical skills; proficiency in Excel, Domo, Big Query, and other business intelligence tools.
• Customer-centric mindset, with the ability to translate insights into strategic solutions that drive business outcomes.
• Exceptional communication, storytelling, and influence skills to align diverse stakeholders and guide decision-making at scale.
• Strong communication and presentation skills to influence senior executives and cross-functional teams.
• Highly self-directed and motivated to deliver measurable impact on organizational growth.
• Strong business planning acumen and a data-driven approach to strategic decision-making.
• Ability to navigate ambiguity, prioritize effectively, and remove barriers to accelerate execution.