Director of Pricing & Monetization

PagerDuty•San Francisco, CA

1d•Hybrid

About The Position

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.

Requirements

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

Nice To Haves

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

Responsibilities

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
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
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
Partner with executive leadership to align pricing strategy with company-level ARR and growth targets

Benefits

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