Director, Pricing & Packaging

Box•Redwood City, CA

1d•Hybrid

About The Position

Box is evolving its pricing and packaging from a primarily seat-based model toward API-call-based and AI-driven consumption. The Director, Pricing & Packaging will help guide this shift toward consumption-based pricing tied to AI usage, units, platform activity, costs, and business value. This individual contributor role combines strategic pricing-model design with operational execution, analytical rigor, cross-functional alignment, and clear communication of recommendations and tradeoffs to senior leaders. The role reports to the Vice President, Product Marketing and is hybrid, based at Box’s Redwood City, California global headquarters, with in-office work three days per week.

Requirements

Strong quantitative skills, including pricing modeling, spreadsheets, regression, cost analysis, and structured business analysis.
Strong pricing and packaging expertise, ideally in enterprise SaaS, AI, platform pricing, or usage-based pricing environments.
Strong understanding of AI-related pricing dynamics and their effects on business economics.
Ability to perform analytical work directly, rather than only manage or advise on it.
Strong storytelling and communication skills, including explaining pricing recommendations to executives and cross-functional partners.
Influence and stakeholder-management skills, particularly in ambiguous situations with competing priorities or resistance to change.
Ability to operationalize strategy and ensure recommendations can be implemented in the business.
Collaborative ability to work across Product, Engineering, Finance, Controllership, and GTM teams.
MBA or equivalent experience involving pricing methods such as conjoint analysis or similarly structured approaches.

Nice To Haves

Experience navigating pricing shifts from classic SaaS software models to AI or consumption-based models.

Responsibilities

Lead the evolution of Box’s pricing model from a primarily seat-based approach to platform, usage, and AI consumption-based models.
Develop pricing models for AI usage and consumption units as the traditional seat-based model becomes less central.
Partner with Product, Engineering, Finance, Controllership, GTM, and executive leadership to roll out analytically sound and commercially viable pricing models.
Build quantitative pricing analyses, including modeling, spreadsheets, regression, intake analysis, cost considerations, and business cases.
Explain complex pricing recommendations, rationale, tradeoffs, and expected impact to executives and partner teams.
Bring structure to ambiguous and evolving problems where the path forward is not fully defined.
Drive alignment and implementation by addressing operational challenges, influencing cross-functional teams, and bringing stakeholders along.
Understand and articulate AI model pricing structures and their effects on Box’s business economics.