Vice President, Pricing and Packaging

Kaseya is building a dedicated Pricing, Packaging, & Monetization function for the first time as a standalone center of excellence. The person who takes this role will build it from the ground up: setting strategy, establishing governance, designing the systems that enforce pricing discipline, and creating the analytical infrastructure that makes commercial decisions visible across the business.

This is one of the highest-leverage roles in the company. Pricing decisions affect every dollar of revenue the business generates. A one-point improvement in realized price at Kaseya's scale is worth tens of millions of dollars annually. The VP of Pricing will own that lever.

The scope includes traditional SaaS pricing and packaging, AI-native monetization models, discounting governance, and the commercial infrastructure to execute s is not an analyst role or a policy role. It is a senior strategy and execution role for someone who wants to shape how a multi-billion-dollar platform goes to market.

Own the global pricing architecture across Kaseya's full portfolio.

• Design and maintain the pricing framework, including tiered, seat-based, endpoint-based, and AI consumption models
• Lead pricing reviews and on-demand repricing exercises in partnership with Finance, Product, and Sales leadership
• Build and maintain a competitive pricing intelligence program, including win/loss data, benchmark analysis, and market positioning
• Develop price elasticity models and willingness-to-pay research; make pricing decisions with data, not intuition
• Establish pricing governance — including who has authority to approve what, at what threshold, with what documentation

Packaging is often where more value is left on the table than in price itself. This role owns the full packaging architecture across the portfolio.

• Define and maintain product packaging tiers (Good / Better / Best or equivalent) and addon options that map cleanly to customer value and buyer journey stage
• Own the SKU catalog: rationalize complexity, reduce overlapping products, and make it easier for customers to buy and for Sales to sell
• Partner with Product Management to influence roadmap prioritization based on packaging strategy — what gets built should reinforce what can be monetized
• Design cross-product bundle structures that accelerate platform adoption and increase switching costs
• Evaluate packaging for new product launches, acquired companies, and market segments with different buying motions enabling upsell and cross-sell naturally.
• Develop and maintain internal packaging playbooks that give Sales, CS, and Solutions Engineering a clear, consistent story

AI is changing how software is bought, consumed, and priced. This role leads the monetization strategy for AI as a platform capability, not just as a feature set.

• Define monetization models for AI features, agents, and standalone AI products — including how to price outcomes, consumption, and agent-based automation
• Evaluate when AI capabilities should be bundled (to drive adoption and reduce friction) versus charged as a premium (to capture value and signal differentiation)
• Design usage-based and consumption-based billing structures for AI workloads, including tiering, overage policies, and commit models
• Partner with Product and Engineering to ensure that monetizable AI usage is instrumented, metered, and visible in billing infrastructure
• Stay ahead of how the market is evolving AI pricing — outcomes-based billing, token pricing, per-action models — and bring informed recommendations to leadership

Discount leakage is one of the most common and most preventable sources of revenue loss in SaaS businesses. This role owns the policy, the guardrails, and the enforcement, building a culture of pricing discipline across the commercial organization.

• Design and publish the company-wide discount policies: list price, standard discount bands, floor prices, and non-negotiable limits by product and segment
• Partner with Rev Ops to enforce discount policy inside CPQ and CRM — make the right path the easy path.
• Establish a tiered approval…