Head of Pricing & Packaging

Zip

. Own pricing strategy across Zip's portfolio, including new product and module pricing, packaging tiers, and bundling .

Posted 11/6/2026full-timeSan Francisco • California • United StatesLead💰 $178,500 - $262,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates extensive expertise in pricing strategy and monetization within B2B SaaS environments, with a strong focus on pricing research methods, competitive analysis, and cross-functional collaboration. Proven ability to influence executive stakeholders and build effective pricing teams while driving measurable revenue growth.

Highest-signal resume keywords

Pricing Strategy OwnershipQuantitative JudgmentCross-Functional CollaborationSaaS Business ModelsCertified Pricing Professional

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pricing Research MethodsElasticity ModelingCompetitive AnalysisPricing KPIs DefinitionNew Product Introduction ProcessDiscounting Policy EstablishmentPricing IntelligenceWillingness-To-Pay ResearchPackaging DesignPricing Tool Evaluation

Soft Skills

Influencing Executive StakeholdersCross-Functional LeadershipIndependent Work

Tools & Technologies

CPQ SystemsBilling SystemsDeal Desk Workflows

Certifications & Qualifications

Certified Pricing Professional

Industry Keywords

B2B SaaSMonetizationRevenue StrategySpend ManagementFintech

About the role

Key responsibilities & impact

Own pricing strategy across Zip's portfolio, including new product and module pricing, packaging tiers, and bundling
Run willingness-to-pay and competitive research using conjoint, Van Westendorp, and benchmarking methods
Design simple buyer-facing packaging that supports expansion
Chair a cross-functional pricing council across Product, Sales, Finance, and Marketing
Build and own the new product introduction process through field readiness
Establish discounting policy, approval workflows, exception governance, and deal desk guardrails
Define and report pricing KPIs including win rate by price point, discount leakage, price realization, and expansion ARR
Evaluate pricing and CPQ tooling with Deal Desk
Serve as the company's authority on monetization and provide pricing intelligence for executive and product planning
Present pricing recommendations and business cases to founders and the executive team
Build the roadmap and hiring plan for a pricing team

Requirements

What you’ll need

10+ years in pricing strategy, monetization, or revenue strategy, including 5+ years owning pricing and packaging at a B2B SaaS or technology company
Ownership of pricing and packaging for a multi-product or platform business
Track record of building or substantially standing up a pricing or commercial strategy function, with measurable results such as NRR improvement, ARR acceleration, or competitive win-rate gains
Experience influencing founders, C-suite, or board-level audiences, and aligning Product, Sales, Finance, and Marketing without formal authority
Fluency in SaaS models across self-serve/PLG and enterprise sales-led motions
Strong quantitative judgment, including pricing research methods and elasticity modeling
Comfort working hands-on and largely solo
Experience with CPQ, billing, or deal desk systems and workflows (nice to have)
Experience in procurement, spend management, fintech, or another vertical B2B SaaS category (nice to have)
Certified Pricing Professional (CPP) or similar monetization credential (nice to have)
Experience recruiting and building a pricing team (nice to have)

Benefits

Comp & perks

Start-up equity
100% health, vision & dental coverage options
Catered breakfast, lunch, & dinner
Flexible PTO
ClassPass membership
Monthly commuter benefit
Team building events & happy hours
Home office stipend
Phone/internet reimbursement
Paid parental leave
Fertility stipend
401k plan
AI token usage