Director, Pricing & Packaging

Box•Redwood City, CA

1d•$224,000 - $230,000•Hybrid

About The Position

The Director, Pricing & Packaging will lead Box’s evolution from a primarily seat-based pricing model toward platform, usage-based, and AI consumption-based pricing. This strategic and execution-oriented individual contributor role includes designing pricing models that account for AI usage, consumption units, platform activity, costs, and business value, while supporting the changing economics of Box’s business. The role combines quantitative pricing analysis with cross-functional partnership and executive communication. The Director will develop analytically rigorous, commercially viable recommendations and help teams understand their rationale, tradeoffs, and expected impact. The position reports to the Vice President, Product Marketing and is hybrid, based at Box’s Redwood City, California global headquarters three days per week.

Requirements

Highly quantitative skills, including comfort with 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 effect on business economics.
Ability to perform analytical work directly, rather than only manage or advise on it.
Strong storytelling and communication skills to present pricing recommendations clearly to executives and cross-functional partners.
Influence and stakeholder-management skills, particularly in ambiguous situations involving competing priorities or resistance to change.
Ability to operationalize strategy and move recommendations into implementation.
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-based, 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 develop and roll out analytically sound, commercially viable pricing models.
Build pricing analyses using quantitative methods, including modeling, spreadsheets, regression, intake analysis, cost considerations, and business-case development.
Translate complex pricing work into clear recommendations, explaining the 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 engaging stakeholders.
Understand and explain AI model pricing structures and their effects on Box’s business economics.