Director of Pricing & Packaging

Placer.ai

12h•$220,000 - $260,000•Remote

About The Position

Placer.ai is transforming how organizations understand the physical world. Our location analytics platform provides unprecedented visibility into locations, markets, and consumer behavior. Placer empowers thousands of customers—from Fortune 500 companies, to local governments and nonprofits— to make smarter, data-driven decisions. What sets us apart? We've built the most advanced location intelligence platform in the market while maintaining an uncompromising commitment to privacy, proving that powerful analytics and responsible data practices can coexist. Our growth reflects the market's demand: we reached $100M in annual recurring revenue within just 6 years of launching, achieved unicorn status with a $1B+ valuation in 2022, and continue to expand rapidly as one of North America's fastest-growing tech companies. We're creating a $100B+ market opportunity, and we're just getting started. Named one of Forbes America's Best Startup Employers and a Deloitte Technology Fast 500 company, we're building a culture where innovation thrives, collaboration is the norm, and every team member contributes to reshaping how the world understands location. As Director of Pricing & Packaging, you are Placer's strategic authority on how we price and package everything we sell. You'll set the multi-year pricing vision across our verticals and products, then partner closely with our COO, CRO, CFO, and CEO to pressure-test it, drive alignment, and turn it into decisions that move profitability, conversion, and retention. This is a high-visibility seat for someone who wants to shape strategy for the company and roll up their sleeves with the GTM teams to make it real. You'll blend sharp qualitative and quantitative analysis with the partnership instincts to bring product, sales, marketing, and finance leaders along with you.

Requirements

10+ years of professional work experience with 4+ years of pricing experience as an in-house pricing strategy owner or as a pricing consultant at a highly regarded pricing consultancy
Bachelor’s degree in business, economics, accounting, or a similar quantitative field
Demonstrated success across pricing models (SaaS, credit/token, usage-based, etc.) and a real record of getting cross-functional organizations aligned behind pricing change
Exceptional leadership & communication skills and experience navigating and influencing in a team-based, cross-functional, and fully distributed environment
A natural partner: you build trust with sales, finance, product, and executive stakeholders and turn differing views into shared decisions
Strong research capabilities including qualitative customer interviews and customer value research, and top-notch quantitative modeling techniques
Ability to manage multiple projects & priorities, seamlessly moving between strategy & execution
Experience with B2B SaaS / data subscription business model(s) is highly preferred

Nice To Haves

Demonstrated use of AI tools to work more efficiently—whether professionally or personally—and a curiosity for finding new ways to apply them.
Comfort integrating generative AI into day-to-day workflows to boost productivity, quality, and output.

Responsibilities

Set and evolve Placer's pricing and packaging strategy across all verticals and products, defining the vision for how we maximize ASP, market penetration, and retention
Serve as the executive team's trusted thought partner on monetization, building the case and earning buy-in from product, marketing, sales, and finance leaders
Design packaging and bundling strategy by vertical and segment, grounded in customer value and a clear point of view on what we sell together and why
Own the philosophy and guardrails for discounting—when, how, and why we discount—and align leaders behind it
Partner with sales and deal desk leaders to spot where pricing can accelerate deal velocity, expand penetration, and lift profitability
Establish the templates, models, and approval processes that make pricing decisions rigorous, repeatable, and fast to align on with the VP of Sales, CS & Renewals, and CRO
Stand up a responsive process for ad-hoc and non-standard pricing so Sales is never blocked
Partner with Sales Operations on best-in-class tracking and reporting, and build Placer's pricing and commercial enablement program with the sales and CS enablement teams
Create and update pricing strategies & rate cards across all our verticals and products that drive maximum ASP, conversion rates / market penetration, and customer retention