Pricing & Packaging Strategy Lead

About Mixpanel

Mixpanel turns data clarity into innovation. Trusted by more than 29,000 companies, including Workday, Pinterest, LG, and Rakuten Viber, Mixpanel’s AI-first digital analytics help teams accelerate adoption, improve retention, and ship with confidence. Powering this is an industry-leading platform that combines product and web analytics, session replay, experimentation, feature flags, and metric trees. Mixpanel delivers insights that customers trust. Visit mixpanel.com to learn more.

About the Team

Strategy & Operations is a small, high-leverage team sitting at the center of the company, led by the VP of Strategy & Operations and reporting directly to the CEO. We own the operating rhythm that keeps the business aligned — including company-wide planning, OKRs, and goal-setting processes — and we take on the cross-functional initiatives and special projects that are too strategic or too sprawling to live cleanly within any single function. We're a team that gets called in when something important needs to get done and it's not obvious who should own it. We're early in building out this function, which means there's a real opportunity to shape how we operate and what we take on as the company scales. We're also deliberate about building this team differently — we expect everyone in S&O to use AI as a daily tool for analysis, modeling, and communication, and to help us discover where it can fundamentally change how a lean team operates at scale.

About the Role

We're looking for a Pricing & Packaging Strategy Lead to own one of the most important levers in our business. This is a specialist role — we're not looking for a generalist who can figure it out, but someone who has done this before and knows the craft: how to structure tiers, how to think about value metrics, how to run a pricing change end-to-end, and how to build the cross-functional alignment that makes it stick.

You'll be the company's internal expert on pricing and packaging — the person Product, Sales, Finance, and Marketing turn to when they have a pricing question, a new feature to monetize, or a deal that needs a judgment call. You'll build this function from the ground up, establishing the frameworks, processes, and institutional knowledge that turn pricing from an ad hoc conversation into a strategic capability.

This role sits within Strategy & Operations and reports to the VP of Strategy & Operations.

Responsibilities

Own Our Pricing & Packaging Strategy

• Evaluate and evolve our current pricing model — tiers, value metrics, add-ons, and packaging structure — with a clear view on where we're leaving revenue on the table or creating friction for customers.
• Build and maintain the financial models that underpin pricing decisions, quantifying the ARR, expansion, and churn implications of changes before we make them.
• Design and run pricing experiments, synthesizing results into clear, actionable recommendations for leadership.
• Stay current on competitive pricing movements and market trends, ensuring our strategy is defensible and differentiated.

Connect Pricing to the Product & GTM Motion

• Partner with Product and Product Marketing to ensure new features and product lines are monetized thoughtfully — packaging decisions should reflect how customers actually derive value, not just what's easiest to ship.
• Work with Sales and Customer Success to understand price sensitivity, deal patterns, and objection trends, feeding those insights back into strategy.
• Conduct or commission willingness-to-pay research and customer segmentation analysis to ground decisions in data rather than assumptions.

Drive Alignment & Operationalize Changes

• Push the Frontier on How This Work Gets Done Bring AI tools into your daily workflow — whether that's accelerating financial modeling, synthesizing competitive intelligence, running scenario analysis, or drafting communications. Identify where AI can collapse timelines or unlock analysis that wouldn't be feasible for a small team otherwise. Share what you learn — part of building this function is building the playbook for how S&O works, and we want that playbook to be AI-native from day one.
• Build the governance structure around pricing: who approves what, how exceptions are handled, how discount policies are enforced, and how changes are communicated.
• Partner with RevOps and Finance to ensure pricing changes are operationally viable — accounting for how they flow through quoting, billing, and financial reporting.
• Lead change management when packaging or pricing evolves, making sure Sales is equipped to position changes confidently and customers experience seamless transitions.

We Are Looking For Someone Who Has

Experience

• 5–8 years of experience, with at least 2–3 years spent specifically in pricing and packaging at a B2B SaaS company — this is a specialist role and that direct experience is required.
• Hands-on experience running a pricing or packaging change end-to-end: from research and modeling through cross-functional alignment, launch, and post-launch evaluation.
• Fluency in SaaS business model fundamentals — you understand how pricing decisions affect ARR, NRR, expansion, churn, and unit economics, and you can model those impacts rigorously.
• Experience working across Product, Finance, Sales, and Marketing to drive alignment on pricing decisions where stakeholders don't always naturally agree.

Skills

• Strong financial modeling skills — you can build a model from scratch, stress-test assumptions, and translate outputs into a clear narrative for leadership.
• Familiarity with pricing research methodologies (e.g., Van Westendorp, conjoint analysis, willingness-to-pay surveys) and when to apply them.
• Clear, concise communicator who can write a one-pager for the CEO, run a working session with Sales, and present a recommendation to the board with equal confidence.
• Comfortable operating with autonomy in ambiguous environments — you're used to defining the problem before solving it.
• Genuinely curious about AI tools and how they apply to strategic and analytical work — you're already using them regularly and can point to specific ways they've changed how you operate, not just speed things up.

Bonus Points

• Familiarity with CPQ tools and how pricing logic flows into quoting and billing systems.
• SQL proficiency or comfort working directly with data and analytics tools.
• Prior exposure to PLG (product-led growth) motions and how pricing intersects with self-serve conversion and expansion.

Benefits and Perks

• Comprehensive Medical, Vision, and Dental Care
• Mental Wellness Benefit
• Generous Vacation Policy & Additional Company Holidays
• Enhanced Parental Leave
• Volunteer Time Off
• Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

*please note that benefits and perks for contract positions will vary*

Culture Values

• Make Bold Bets: We choose courageous action over comfortable progress.
• Innovate with Insight: We tackle decisions with rigor and judgment - combining data, experience and collective wisdom to drive powerful outcomes.
• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.
• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.
• Champion the Customer: We seek to deeply understand our customers’ needs, ensuring their success is our north star.
• Powerful Simplicity: We find elegant solutions to complex problems, making sophisticated things accessible.

Why choose Mixpanel?

We’re a leader in analytics with over 9,000 customers and $277M raised from prominent investors: like Andreessen-Horowitz, Sequoia, YC, and, most recently, Bain Capital. Mixpanel’s pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics. Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling, reliability, design, and service. Choosing to work at Mixpanel means you’ll be helping the world’s most innovative companies learn from their data so they can make better decisions.

Mixpanel is an equal opportunity employer supporting workforce diversity. At Mixpanel, we are focused on things that really matter—our people, our customers, our partners—out of a recognition that those relationships are the most valuable assets we have. We actively encourage women, people with disabilities, veterans, underrepresented minorities, and LGBTQ+ people to apply. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable, we will consider for employment qualified applicants with arrest and conviction records. We’ve immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.