Director, Pricing & Monetization

Sprinklr • United States - New Jersey - Remote, NJ

1d • $146,000 - $244,000 • Remote

About The Position

The Director, Pricing & Monetization is Sprinklr’s enterprise leader for pricing, packaging, and monetization strategy. The role sets the multi-year vision and operating model for turning product innovation, customer value, market evidence, and unit economics into scalable commercial offers that customers understand, sellers can transact, and the company can grow profitably. It leads monetization priorities across offer architecture, price metrics, packaging tiers, bundles, upgrade paths, consumption- and outcome-based models, AI monetization, SKU governance, and commercial rollout. The Director advises the VP, Product Operations and executive leadership and drives decisions across Product, Product Marketing, Finance, Sales, Sales Operations, Deal Desk, Billing, Revenue Accounting, Legal, Customer Success, Services, and Enablement.

This remote role has a preference for someone in the Eastern time zone. The Director develops enterprise pricing and packaging strategy; designs portfolio architecture and monetization models; builds financial and commercial analyses; leads cross-functional decisions; establishes pricing operations and governance; and translates strategy into launch and field-readiness materials. The position also manages performance measurement, incorporates market and customer intelligence, establishes a multi-year monetization roadmap, and leads disciplined pricing experimentation and optimization.

The role calls for an independent, evidence-based point of view and end-to-end ownership, from problem framing and analysis through decision-making, operational implementation, and measurement. The Director is expected to make complex economics understandable, balance strategic coherence with practical speed, and create durable frameworks and documentation that allow pricing decisions to scale.

Sprinklr is an AI-native Unified Customer Experience Management platform company serving enterprises. The role’s posted base salary range is $146,000–$244,000. The successful candidate may also be eligible for a discretionary bonus plan, commission plan, and/or equity plan, depending on role. US-based employees are eligible for a benefits package that includes a 401(k) plan with 100% vested company contributions, flexible paid time off, holidays, caregiver and parental leaves, life and disability insurance, and medical, dental, vision, and prescription drug coverage.

Requirements

• 12+ years of progressive experience in B2B technology, enterprise SaaS, pricing, monetization, product strategy, product operations, management consulting, corporate strategy, or a related field, including significant leadership of enterprise pricing and packaging across a complex portfolio.
• Demonstrated experience designing and launching complex B2B offers across multiple products, buyer groups, deployment models, or geographies.
• Expertise in pricing architecture, packaging design, value metrics, segmentation, willingness-to-pay research, competitive benchmarking, discounting, and migration strategy.
• Strong financial and analytical capability, including scenario modeling, unit economics, margin analysis, price-volume-mix thinking, and customer-level back-testing.
• Experience with recurring-revenue business models such as seat-based, usage-based, consumption, credits, outcome-based, transaction, or hybrid pricing.
• Ability to influence senior Product, Finance, Sales, and executive stakeholders with structured thinking, clear recommendations, and executive-ready communication.
• Proven record of translating strategy into operational execution across pricebooks, SKUs, quoting workflows, billing requirements, enablement, and performance reporting.
• Advanced proficiency with Excel or equivalent modeling tools and comfort working with CRM, CPQ, billing, product-usage, and business-intelligence data.
• Bachelor’s degree or equivalent practical experience.
• Demonstrated experience leading a pricing, monetization, commercial strategy, or related team and developing high-performing analytical and strategic talent.
• Proven ability to establish enterprise governance, prioritize competing monetization initiatives, and drive adoption across a global matrixed organization.

Nice To Haves

• Experience in enterprise SaaS, customer experience management, contact center, marketing technology, social media management, analytics, or AI software.
• Experience monetizing AI, automation, data, API, platform, or agentic capabilities using credits, consumption, outcomes, or blended commercial models.
• Familiarity with Salesforce and enterprise CPQ/pricebook processes, product telemetry, revenue-recognition considerations, and usage-based billing operations.
• Experience partnering with external pricing advisors or applying conjoint analysis, Van Westendorp, Gabor-Granger, value-driver segmentation, and price-volume sensitivity analysis.
• MBA or advanced degree in business, economics, finance, analytics, or a related field.
• Board exposure when presenting material pricing, portfolio, or business-model recommendations; board exposure is strongly preferred.

Responsibilities

• Define enterprise pricing and packaging principles, roadmaps, and decision frameworks across Sprinklr’s product portfolio.
• Design offer and portfolio architecture, including tiers, platform entitlements, add-ons, bundles, buyer-aligned offers, and land-expand-unify upgrade paths.
• Develop and evaluate seat-based, usage-based, consumption, credit, outcome-based, and hybrid monetization models and select appropriate price metrics.
• Build business cases, scenario models, back-tests, migration economics, discount architecture, and sensitivity analyses covering ARR, margin, adoption, retention, cannibalization, and revenue risk.
• Lead cross-functional pricing working sessions and executive decision forums, recommend a path, and drive alignment from concept through approval and launch.
• Establish repeatable pricing operations and governance for intake, prioritization, approvals, documentation, lifecycle processes, SKU creation, migrations, exceptions, deprecations, and pricebook changes.
• Translate pricing strategy into pricebooks, packaging maps, SKU definitions, quoting rules, migration guidance, FAQs, enablement materials, and seller-facing value narratives.
• Define KPIs and learning agendas, monitor adoption and commercial outcomes, and recommend revisions based on customer, deal, usage, win/loss, and financial evidence.
• Incorporate competitive benchmarks, customer research, buyer personas, willingness-to-pay signals, and product usage into recommendations.
• Establish a sequenced multi-year monetization roadmap across product suites, customer segments, geographies, and channels.
• Design pricing and offer experiments, including hypotheses, guardrails, success metrics, and decision rules.
• Advise the VP, Product Operations and executive leadership and drive decisions across relevant product, finance, sales, operations, billing, legal, customer success, services, and enablement teams.
• Lead a pricing, monetization, commercial strategy, or related team and develop analytical and strategic talent.
• Present material pricing, portfolio, or business-model recommendations to C-suite leaders.

Benefits

• 401(k) plan with 100% vested company contributions
• Flexible paid time off
• Paid holidays
• Caregiver and parental leaves
• Life and disability insurance
• Medical, dental, vision, and prescription drug coverage
• Potential eligibility for a discretionary bonus plan, commission plan, and/or equity plan, depending on role
• Open Mentoring Program

What This Job Offers

• Job Type: Full-time
• Career Level: Director