Pricing Strategist & Market Intelligence Manager

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in Dev Sec Ops  and throughout the software development life cycle.

Revenue Operations | Reports to VP, Revenue Operations | Remote / Flexible

Black Duck Software is looking for a Manager of Pricing Strategy & Market Intelligence to own how we price, package, and position our products in the market. This is a high-impact individual contributor role embedded in Revenue Operations, reporting to the VP of Revenue Operations and working in close partnership with Product, Product Marketing, and Finance.

This role sits at the intersection of commercial strategy and market insight. You will own Black Duck’s list pricing architecture, lead packaging decisions in collaboration with Product and Product Marketing and ensure that our pricing model is both margin-accretive and aligned with how customers actually want to buy. You will also serve as the company’s primary source of competitive pricing intelligence and customer segmentation analysis — translating market signals into pricing and GTM recommendations that influence how we go to market.

This role works in close alignment with the Director of Sales Operations, particularly around deal desk. You will set the pricing architecture and policies that deal desk enforces at the transaction level — a clean handoff model that requires strong collaboration and clear boundaries of ownership.

The right candidate is analytically rigorous, commercially minded, and credible with senior stakeholders across Revenue, Product, and Finance. You are comfortable operating as an individual contributor while influencing decisions that affect the entire go-to-market organization.

• Own and maintain Black Duck’s list pricing across all product lines, ensuring prices are internally consistent, margin-positive, and defensible in the market
• Define and document pricing tiers, rate card structures, and discount floor policies that serve as the authoritative reference for Sales, Deal Desk, and Finance
• Drive annual and ad hoc pricing reviews, synthesizing inputs from Finance (margin targets), Sales (field feedback), and Market Intelligence (competitive positioning) into clear pricing recommendations
• Ensure pricing changes are communicated clearly and adopted consistently across the GTM organization, with appropriate lead time and enablement
• Establish pricing governance processes that prevent unauthorized discounting while giving Sales the flexibility needed to compete effectively

• Partner with Product and Product Marketing to design and evolve packaging that maps to customer buying patterns, use case clusters, and willingness-to-pay signals
• Analyze how Black Duck’s current packaging performs in the market — where it wins, where it creates friction, and where it leaves revenue on the table — and translate that into concrete packaging recommendations
• Evaluate alternative monetization models (e.g., per-developer seat, per-application, consumption-based, enterprise license) against customer preference data and competitive norms, and make data-driven recommendations on model structure
• Collaborate with Finance to model the margin and revenue implications…