Director, Go To Market Pricing - San Francisco, CA - PagerDuty, Inc.

PagerDuty empowers teams of all kinds to do the critical work that moves business forward through the PagerDuty Operations Cloud.

As Director, Pricing Strategy, you will be responsible for developing and driving company pricing strategy for PagerDuty GTM Teams. Read on to see the impact you can make here at PagerDuty!

You will report to the VP, Pricing and play a key role in enabling the company’s rapid growth, helping to extend the PagerDuty Operations Cloud and expand our routes-to-market.

You will support Sales and Customer Success leaders in optimizing pricing and packaging for all transaction types, customer segments and routes to market.

You will work with the Pricing Team to develop, document and execute scalable pricing programs, policies and practices for operationalizing our pricing framework across regions, channels and key business segments.

You will partner closely with senior executives and leaders across product management, engineering, finance, sales, marketing, business applications and other teams to craft PagerDuty’s pricing and discount strategy and operations for innovation, growth, profitability and market leadership.

Key Responsibilities:

• Design frameworks for effective and scalable discount management, including people, process and system implications
• Research market, emerging trends, industry/competitive pricing and recommend price actions
• Develop pricing optimization roadmaps aligned with market opportunity, product strategy and profitability goals
• Drive cross-functional project management, data analysis and modeling for assessing options, impact and actionable recommendations
• Translate strategy into execution with actionable plans
• Develop and deliver sales enablement collateral
• Work with sales team to provide guidance on deal structure on large or non-standard opportunities
• Provide tools to simplify enablement
• Monitor KPIs, develop reporting and lead monthly and quarterly review cycles.
• Advise on system requirements to support pricing framework
• Analyze our business, identify improvement opportunities, and develop actionable plans in collaboration with other teams across the company
• Effectively communicate strategy and recommendations verbally and through written narratives
• Become an expert in PagerDuty’s business with a deep understanding of our products, the markets we serve and competitors we face
• Bring your experience and insights to positively influence decision making
• Help to develop and drive culture for a team of product and pricing professionals

Basic Qualifications:

• You have 8+ years work experience at a top-tier consulting firm, pricing, marketing, finance or corporate strategy function and track record of high performance
• You have 3+ years work experience with SaaS subscription monetization strategies, pricing principles, building business models, GTM strategies, partner programs, FedRamp pricing
• You have a strong understanding of how to effectively price for various partner types and government programs
• You possess strong analytical and financial abilities and have prior experience managing strategic initiatives with minimum supervision
• You are a strong communicator, able to convey complex ideas in a clear, concise manner (verbally and in writing) with comfort across business and technical discussions
• You are an entrepreneurial self-starter who takes initiative in a fast-paced, innovative high-growth environment, with the ability to collaborate cross-functionally, build consensus and influence others.

Preferred Qualifications:

• You have a good working knowledge of the Software / SaaS industry, ideally with domain exposure to DevOps, IT Ops or infrastructure software and ability to ramp quickly in new technology areas
• You excel in areas of strategy development, business analysis and financial modeling, problem solving and project management
• You hold an MBA degree from a world-class institution and Bachelor’s degree with strong academic performance

**This role is expected to come into our San Francisco office 1 day/week, so you can thrive in your new role and fully embrace being a Dutonian!**

About PagerDuty

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud revolutionizes how critical work gets done, and powers the agility that drives digital transformation. Customers rely on the PagerDuty Operations Cloud to compress costs, accelerate productivity, win revenue, sustain seamless digital experiences, and earn customer trust.

PagerDuty is committed to creating a diverse environment and is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status.