Pricing & Packaging Director
Gong
Gong transforms revenue organizations by harnessing customer interactions to increase business efficiency, improve decision-making and accelerate revenue growth. The Revenue Intelligence Platform uses proprietary artificial intelligence technology to enable teams to capture, understand and act on all customer interactions in a single, integrated platform. More than 4,000 companies around the world rely on Gong to support their go-to-market strategies and grow revenue efficiently. For more information, visit www.gong.io.
We are seeking an experienced and strategic Pricing and Packaging Director to lead our pricing strategy and packaging initiatives for our B2B SaaS products. As a key member of the team, you will be responsible for developing and executing pricing models that align with our business goals, drive revenue growth, and meet customer needs. This role requires a deep understanding of SaaS economics, market trends, and customer behavior, along with strong analytical and leadership skills.
Responsibilities
Customer and Market Research:
- Conduct customer and market research to understand pricing sensitivities, willingness to pay, and competitive positioning.
- Use insights from research to inform pricing strategies and product packaging decisions.
Develop and Lead Pricing Strategies:
- Define and implement the pricing and packaging strategy for new and existing products to maximize revenue and profitability.
- Analyze market trends, competitive pricing, and customer insights to recommend optimal pricing.
- Drive pricing differentiation for various customer segments, industries, and product tiers.
- Set price levels, scaling meters, discounting architecture, and SKU requirements as inputs to new product launch
- Use data-driven analysis to develop pricing models and strategies, including tiered pricing, usage-based pricing, and subscription models.
- Conduct pricing experiments (A/B testing) to assess the impact of changes on revenue, conversion rates, and customer retention.
- Lead the pricing review and decision process, ensuring that all pricing decisions are informed by financial modeling and customer behavior data.
Innovative Product Packaging:
- Create and refine product packaging strategies that align with customer segments, market demands, and business objectives.
- Collaborate with Product, GTM, and Marketing teams to ensure packaging aligns with product capabilities and GTM strategies.
- Continuously evaluate and adjust packaging strategies based on product enhancements, market shifts, and customer feedback.
Cross-functional Collaboration:
- Work closely with GTM Marketing, Finance teams to ensure pricing and packaging strategies are aligned across the organization.
- Collaborate with Enablement and Communications departments to build assets and provide pricing and packaging training to the organization to ensure consistent messaging and effective selling.
- Ensure that packaging options are clearly communicated and effectively marketed.
Data Analysis and Reporting:
- Analyze pricing performance and customer behavior to identify trends, risks, and opportunities.
- Develop and maintain pricing dashboards and reports to track performance and inform decision-making.
- Present insights and recommendations to senior leadership.
Qualifications
- Bachelor’s degree in Business, Economics, Finance, Marketing, or a related field. MBA or advanced degree preferred.
- 7+ years of experience in pricing strategy, product management, or revenue management, preferably within the B2B SaaS industry.
- Proven track record of developing and implementing successful pricing and packaging strategies.
- Strong analytical skills with the ability to interpret complex data and make data-driven decisions.
- Deep understanding of SaaS business models, subscription pricing, and revenue management.
- Excellent communication and presentation skills, with the ability to influence and engage stakeholders at all levels.
- Proficiency in pricing software and tools, as well as advanced Excel skills.
- Strong project management skills with the ability to manage multiple initiatives simultaneously.
- Strategic thinker with a customer-first mindset.
- Detail-oriented and results-driven.
- Ability to work independently and as part of a team in a fast-paced, dynamic environment.
Perks & Benefits
- We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
- Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
- Mental Health benefits with covered therapy and coaching.
- 401(k) program to help you invest in your future.
- Education & learning stipend for personal growth and development.
- Flexible vacation time to promote a healthy work-life blend.
- Paid parental leave to support you and your family.
- Company-wide recharge days each quarter.
- Work from home stipend to help you succeed in a remote environment.
The annual salary hiring range for this position is $204,300 - $227,000 USD.
Compensation is based on factors unique to each candidate, including, but not limited to, job-related skills, qualification, education, experience, and location. At Gong, we have a location-based compensation structure, which means there may be a different range for candidates in other locations. The total compensation package for this position, in addition to base compensation, may include incentive compensation, bonus, equity, and benefits. Some of our sales compensation programs also offer the potential to achieve above targeted earnings for those who exceed their sales targets.
We are always looking for outstanding Gongsters! So if this sounds like something that interests you regardless of compensation, please reach out. We may have more roles for you to consider and would love to connect.
We have noticed a rise in recruiting impersonations across the industry, where scammers attempt to access candidates' personal and financial information through fake interviews and offers. All Gong recruiting email communications will always come from the @gong.io domain. Any outreach claiming to be from Gong via other sources should be ignored.
Gong is an equal-opportunity employer. We believe that diversity is integral to our success, and do not discriminate based on race, color, religion, age, sex, sexual orientation, gender identity, national origin, disability, military status, genetic information, or any other basis protected by applicable law.
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