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Director of Pricing & Monetization

San Francisco

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization. Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization.

About the Role

PagerDuty is seeking a Director of Pricing & Monetization to own the strategy and execution of how we package, price, and monetize our Operations Cloud platform.  This role sits within our Product Development organization and reports to the VP of Product Strategy & Growth.

This is a product-first role. You'll bring the same rigor to pricing that a great PM brings to a product: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes. You'll also be the connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results. This role owns the full lifecycle from recommendation to implementation to operations. You'll be the decision-maker on deal desk, discounting, and promotions in real-time. 

The ideal candidate has operated at the intersection of product management and monetization in a later-stage B2B SaaS environment. You've owned packaging decisions end-to-end, built monetization infrastructure, and have the credibility to influence both product roadmaps and sales motions.

What You'll Own

Product & Monetization

  • Define and evolve PagerDuty's packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — in partnership with Product and Engineering
  • Build and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early, not as an afterthought
  • Lead SKU design and experimentation: develop frameworks for how we create, test, and iterate on packaging changes quickly and safely
  • Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue Systems
  • This person is the cross-functional decision-maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering) for how we take products to market. Owning the full lifecycle across plan to execution and operations
  • Provide pricing and packaging leadership to other product teams across the portfolio

Go-to-Market Execution

  • Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials
  • Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communication
  • This person is expected to be a cross-functional decision-maker for GTM, Technology, and Revenue Operations teams

Feedback, Analysis, and Planning

  • Track and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segment
  • Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impact
  • Get in front of customers regularly to pressure-test pricing assumptions and surface friction points

What You'll Build

This role inherits and grows an existing pricing and monetization foundation that includes:

  • Billing & quoting infrastructure — core systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility in partnership with Engineering and Revenue Systems
  • Pricing calculators and field tools — internal tools used by the field to size and quote deals, currently in active development
  • Discount approval workflows — existing governance structure for deal-level pricing decisions
  • SKU architecture — a portfolio of plans spanning our legacy and modern Operations Cloud offerings, currently mid-migration
  • Partner with executive leadership to align pricing strategy with company-level ARR and growth targets

The opportunity is to modernize this foundation so pricing decisions and actions happen faster, and go-to-market teams have tools they trust and actively use.

You'll lead and grow an existing small team:

  • Pricing Analyst — supporting financial modeling and plan analysis
  • Pricing Manager — focused on SKU migrations and pricing execution
  • Technical PM / Monetization Ops — scaling infrastructure work

Your job is to elevate this team from execution support to a strategic pricing function that product and sales teams actively seek out.  We're looking for people who have...

Basic Qualifications

  • 10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization
  • Demonstrated experience owning packaging architecture and feature tiering decisions — not just supporting them
  • Track record of running pricing experiments and measuring commercial impact
  • Strong cross-functional credibility with Sales, Finance, Product, and Go-To-Market leadership
  • Experience managing pricing change in the field — migrations, repackaging, new monetization models — with the communication skills to bring stakeholders along
  • Ability to mentor and grow other pricing and product roles

Preferred Qualifications

  • Experience at a company during transition to usage-based or consumption pricing
  • Familiarity with monetization infrastructure (entitlements, billing systems, SKU tooling)
  • Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerations
  • Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR

What Success Looks Like

3 months

  • Deep understanding of current SKU architecture, billing systems, and field pricing dynamics
  • Relationships established with Sales Strategy, Deal Desk, Finance, and key Product leaders
  • Monetization review process proposed — ensuring product teams bring pricing decisions forward early

6 months

  • 1–2 packaging experiments launched and instrumented (e.g., new tier, usage-based pilot, feature unbundling)
  • Go-to-market and customer-facing pricing tools meaningfully improved — measurable increase in field confidence and usage
  • Discount governance strengthened — clear ownership and sign-off process for deal-level exceptions
  • SKU creation process improved — clear ownership, documented process, and faster turnaround

12 months

  • Measurable ARR impact: improved win rates on Operations Cloud, reduced discounting frequency, or accelerated legacy SKU migration progress
  • Monetization infrastructure roadmap in flight — billing and quoting systems have a credible modernization path
  • Entitlement flexibility improved — product teams can run pricing experiments with greater speed and independence
  • Pricing function is seen as a strategic partner across Product, Sales, and Finance
  • Team is performing with high agency and developing toward expanded scope

 

The base salary range for this position is 180,000 - 303,600 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.

Our base salary ranges are determined by role, level, and location. The range, which is subject to change based on primary work location, reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range, we determine pay for an individual based on a number of factors including market location, job-related knowledge, skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role, as well as the salary range for your primary work location during the hiring process.

 **This role is expected to come into our San Francisco office 2 days a week, so you can thrive in your new role and fully embrace being a Dutonian!**

Hesitant to apply?

We encourage you to submit your resume even if you don't meet every requirement. We value potential and consider each candidate's full professional story. Whether you're exploring a career change or taking your next step, we look forward to reviewing your application. If this just isn’t the right role or time - sign up for job alerts!

Where we work

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in:

Location restrictions:
Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia
Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon
United States: Alaska, Hawaii, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming
Candidates must reside in an eligible location, which vary by role.

How we work

Our values guide how we support customers, collaborate with colleagues, develop products, and foster a culture of belonging. They define not just our actions, but what it means to be Dutonian.

People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self, Lead the Team, Lead the Business, and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development, career, promotion, and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities, prioritize their efforts, and drive engagement and performance.

What we offer

As a global organization, our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more, including country-specific offerings, on our benefits site.

Your package may include:

  • Competitive salary
  • Comprehensive benefits package 
  • Flexible work arrangements
  • Company equity*
  • ESPP (Employee Stock Purchase Program)*
  • Retirement or pension plan*
  • Generous paid vacation time
  • Paid holidays and sick leave
  • Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
  • Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
  • Paid volunteer time off: 20 hours per year
  • Company-wide hack weeks
  • Mental wellness programs

*Eligibility may vary by role, region, and tenure

About PagerDuty

PagerDuty, Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses

PagerDuty is Great Place to Work-certified™, a Fortune Best Workplace for Millennials, a Fortune Best Medium Workplace, a Fortune Best Workplace in Technology, and a top rated product on TrustRadius and G2. 

Go behind-the-scenes on our careers site and @pagerduty on Instagram.

Additional Information

PagerDuty 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. Your privacy is important to us. By submitting an application, you confirm that you have read and understand PagerDuty's Privacy Policy.

PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.

PagerDuty uses the E-Verify employment verification program.

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PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta, Lisbon, London, San Francisco, Santiago, Sydney, Tokyo, and Toronto. While we offer flexibility within our established locations, we cannot employ candidates residing in:

Australia: Northern Territory, Queensland, South Australia, Tasmania, Western Australia
Canada: Alberta, Manitoba, Newfoundland, Northwest Territories, Nunavut, PEI, Quebec, Saskatchewan, Yukon
United States: Alaska, Iowa, Louisiana, Mississippi, Nebraska, New Mexico, Oklahoma, Rhode Island, South Dakota, West Virginia, Wyoming

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