Director, Pricing & Packaging

Tanium•Durham, NC

2d•$206,000 - $316,000•Hybrid

About The Position

We're seeking a motivated individual to lead Packaging & Pricing in the Finance & Operations function at Tanium. You are a strategic problem solver, thrive at building monetization strategies for SaaS IT Operations, Security and Risk products, and enjoy a fast-paced & high-growth environment. Your role will be pivotal in driving the pricing and packaging strategy and delivering long-term growth for our products. This position follows the Company’s hybrid schedule which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.

Requirements

Proven expertise in SaaS pricing strategy within IT Operations, Security, and Risk/Compliance domains is essential.
Minimum 7+ years experience, including leadership in pricing and monetization strategy.
Strong finance and data analytics foundation; MBA preferred.
Demonstrated success in developing and executing monetization strategies for Enterprise SaaS or Infrastructure companies.
Advanced analytical skills; proficiency in Excel, Domo, Big Query, and other business intelligence tools.
Customer-centric mindset, with the ability to translate insights into strategic solutions that drive business outcomes.
Exceptional communication, storytelling, and influence skills to align diverse stakeholders and guide decision-making at scale.
Strong communication and presentation skills to influence senior executives and cross-functional teams
Highly self-directed and motivated to deliver measurable impact on organizational growth.
Strong business planning acumen and a data-driven approach to strategic decision-making.
Ability to navigate ambiguity, prioritize effectively, and remove barriers to accelerate execution.

Responsibilities

Partner with product leadership to develop and define our strategy for our products and customer segments
Drive pricing and packaging programs/SPIFFs to accelerate revenue growth, optimize market positioning, and mitigate business risks across product lines.
Own end-to-end delivery of programs—from concept through testing to launch—while effectively collaborating with cross-functional stakeholders and fostering organizational consensus.
Lead advanced qualitative and quantitative research to validate strategic hypotheses, assess customer willingness to pay, and refine product positioning for maximum impact.
Analyze buyer motivations and market dynamics to inform iterative pricing strategies that strengthen Tanium’s competitive advantage.
Deep understanding of deal strategy and execution
Establish and champion pricing frameworks and governance models to ensure consistency, areas for optimization and scalability across the entire product portfolio.
Collaborate with Finance, Legal, and executive stakeholders to implement pricing and packaging strategies aligned with best practices and corporate objectives.