Director of Pricing & Monetization Remote

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 role sits within our Product Development organization and reports to the VP of Product Strategy & Growth.

• 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, not as an afterthought
• Lead SKU design and experimentation: develop frameworks for how we create, test, and iterate on packaging changes quickly and safely
• Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue Systems
• This person is the cross‑functional decision‑maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering) for how we take products to market. Owning the full lifecycle across plan to execution and operations
• 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 as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communication
• This person is expected to be a cross‑functional decision‑maker for GTM, Technology, and Revenue Operations teams

• Track and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segment
  
  Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment‑level impact
• Get in front of customers regularly to pressure‑test pricing assumptions and surface friction points

• Billing & quoting infrastructure — core systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility in partnership with Engineering and Revenue Systems
• Pricing calculators and field tools — internal tools used by the field to size and quote deals, currently in active development
• SKU architecture — a portfolio of plans spanning our legacy and modern Operations Cloud offerings, currently mid‑migration
• Partner with executive leadership to align pricing strategy with company‑level ARR and growth targets

• 10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization
• Demonstrated experience owning packaging architecture and feature tiering decisions — not just supporting them
• Track record of running pricing experiments and measuring commercial impact
• Strong cross‑functional credibility with Sales, Finance, Product, and Go‑To‑Market leadership
• Experience managing pricing change in the field — migrations, repackaging, new monetization models — with the communication skills to bring stakeholders along
• Ability to mentor and grow other pricing and product roles

• Experience at a company during transition to usage‑based or consumption pricing
• Familiarity with monetization infrastructure (entitlements, billing systems, SKU tooling)
• Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerations
• Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR

• Deep understanding of current SKU architecture, billing systems, and field pricing dynamics
• Relationships established with Sales Strategy, Deal Desk, Finance, and key Product leaders
• Monetization review process proposed — ensuring product teams bring pricing decisions forward early

• 1–2 packaging experiments launched and instrumented (e.g., new tier, usage‑based pilot, feature unbundling)
• Go‑to‑market and customer‑facing pricing tools meaningfully improved — measurable increase in…