Pricing Strategy - Internal

Pricing Strategist

Department: Product
Reports To: Chief Product Officer
Location: Austin, TX (Hybrid Only — No Remote)

Talent Acquisition Partner: Matthew Brown

About This Role

Togetherwork is seeking a highly analytical, value-driven Pricing Strategist to own pricing, packaging, and monetization strategy across our multi-product SaaS portfolio. This role is a critical individual contributor within Product & Strategy, partnering closely with Product Leaders, Finance, Sales, Marketing, and Customer Experience to ensure our pricing reflects customer value, market dynamics, and company objectives.

You will lead value-based pricing initiatives, develop rigorous financial models, and drive monetization decisions that materially impact revenue growth, margin protection, and long-term scalability. This role requires strong business judgment, operational discipline, and the ability to influence senior stakeholders through clear, data-backed recommendations.

The Pricing Strategist also leads Togetherwork’s cross-functional Pricing Council and plays a central role in pricing governance, discounting discipline, and go-to-market readiness. You will leverage modern analytics and AI-enabled tools to accelerate insight, experimentation, and decision-making.

This is an excellent opportunity for a pricing leader who thrives in complex environments, values in-person collaboration, and wants to operate at the highest-leverage point of a $250M SaaS portfolio.

What You’ll Do

Pricing Strategy, Packaging & Monetization

• Design and maintain value-based pricing and packaging models across 15+ B2B SaaS applications.

• Build and manage a transparent pricing work backlog; regularly review priorities with the CPO and ELT.

• Analyze customer value drivers, segmentation, willingness-to-pay, and competitive benchmarks.

• Develop promotional and tactical pricing strategies to optimize revenue and adoption.

• Prepare pricing and monetization recommendations for ELT approval, supported by robust financial analysis.

• Partner with Product Leaders to ensure pricing and packaging can be operationalized and scaled effectively.

Financial Modeling & Business Impact

• Own advanced financial models, including ARR impact, elasticity, cannibalization risk, and migration scenarios.

• Design and evaluate pricing experiments; measure impact on revenue, churn, expansion, and retention.

• Track and report on value-based pricing health and monetization performance over time.

• Evaluate discounting trends and recommend guardrails to protect margin and value perception.

Cross-Functional Leadership & Pricing Council

• Lead the Pricing Council, ensuring alignment and transparency across Product, Sales, Finance, Marketing, and CX.

• Support go-to-market readiness for pricing changes, including enablement and communication.

• Partner with Product Leaders on market research and competitive pricing assessments.

• Ensure pricing decisions are implemented consistently across teams and channels.

Risk Management & Pricing Governance

• Identify and mitigate price leakage across products, segments, and sales motions.

• Review pricing exceptions and escalate anomalies as needed.

• Establish repeatable frameworks for pricing governance and monetization decision-making.

• Maintain disciplined discounting practices within defined margin thresholds.

AI Fluency & Innovation

• Use AI tools to accelerate customer segmentation, pricing research synthesis, and financial modeling.

• Apply AI-driven insights to refine pricing recommendations and forecast outcomes.

• Explore innovative pricing approaches using experimentation, automation, and predictive analytics.

What You’ll Bring

Experience

• 3–5+ years of experience in SaaS pricing, monetization strategy, product finance, or a related role.

• Proven experience with B2B SaaS pricing, packaging, and value-based monetization models.

• Experience operating in multi-product or portfolio-based environments.

Skills & Capabilities

• Advanced financial modeling and quantitative analysis skills.

• Strong business acumen with the ability to translate data into executive-ready recommendations.

• Exceptional communication skills; able to simplify complex concepts for diverse audiences.

• Demonstrated ability to lead cross-functional discussions and influence senior stakeholders.

• Hands-on experience using AI tools to streamline pricing analysis or modeling workflows.

Mindset

• Highly analytical, detail-oriented, and comfortable navigating ambiguity.

• Customer-value focused with strong commercial instincts.

• Collaborative, professional, and grounded in positive intent.

• Energized by in-person collaboration in our Austin HQ 2–3 days per week.

Why This Role

Impact: Pricing is one of the highest-leverage growth and profitability drivers in SaaS. This role directly influences revenue, margin, and long-term portfolio scalability.

Scale: Shape monetization strategy across a $250M recurring revenue business with 33 products and 12+ vertical markets.

Insight: Operate at the intersection of product, finance, and market intelligence using modern analytics and AI-enabled tooling.

Collaboration: Partner closely with Product Leadership, ELT, and GTM teams on decisions that matter.

Growth: Build deep pricing and strategy expertise in a complex, high-performing SaaS organization.