Director, Pricing & Packaging

Granicus•Remote,

1d•$140,000 - $210,000•Remote

About The Position

Granicus is looking for a high-impact pricing and packaging leader who can drive step-change improvements in monetization, responsible for owning and evolving pricing, packaging, and monetization models across the Granicus product portfolio. This role operates at the intersection of Product, Sales, and Finance, with direct exposure to executive leadership and the opportunity to shape how Granicus monetizes its products, particularly as we expand into AI-driven offerings. The candidate will be expected to combine data, market insight, and strong judgment to make high-conviction pricing decisions in ambiguous environments; implement enhancements and changes; and measure impact and effectiveness. You will engage with executives across the company and have measurable impact on ARR, expansion, and margins. Reporting directly to the Head of Corporate Strategy and Transformation, you will serve as a trusted strategic advisor to the executive leadership team and cross-functional stakeholders. This position will have strong dotted line responsibilities to the CRO, CPO, and CFO.

Requirements

7+ years of experience across pricing, product marketing, strategy, or related roles.
Experience owning major components of a pricing transformation.
Proven ability to lead cross-functional projects and drive change in a matrixed environment.
Robust analytical and quantitative skills, as well as attention to detail.
Strong balance of analytical rigor and decisive judgment; able to make decisions without perfect data.
Demonstrated success in a high-pressure, dynamic, fast-paced environment.
Strong understanding of SaaS business models and go-to-market.
Executive presence, relationship building, and strong decision-making skills.
Ability to build financial models, pricing analyses, and business cases to support decision-making.
Advanced Excel/modeling skills and strong storytelling ability.

Nice To Haves

Experience with AI or consumption-based monetization models in a SaaS environment.
Familiarity with CPQ tools and pricing operations systems.
Experience in govtech, public sector, or mission-driven technology organizations.
MBA or equivalent advanced degree in finance, strategy, or a related field.

Responsibilities

Drive pricing and packaging strategy, including value metric definitions, packaging architecture, and pricing model evolution, with a focus on driving land-and-expand dynamics and long-term customer value growth.
Play a key role in shaping and executing Granicus' AI monetization strategy, balancing value capture with cost-to-serve, for Granicus' high-growth GXA products.
Lead pricing changes end-to-end, including pricing migrations, SKU redesign, and change management across sales, operations, product, and customer success.
Identify and define the right value metrics and monetization approaches, such as seat-based, usage-based, and outcome-based models, especially as products evolve toward AI-driven capabilities.
Deliver crisp communication of recommended solutions to senior leaders and provide regular executive updates.
Drive implementation of recommendations, coordinating stakeholders across operations, sales, renewals, finance, marketing, and product.
Partner with Product and Finance to align pricing with product roadmap, cost-to-serve, and long-term unit economics.
Spearhead Granicus' Pricing Committee processes, ensuring strategic alignment and efficiency.
Ensure pricing is operationalized effectively, including sales enablement, discounting frameworks, and CPQ alignment, so that pricing sticks in market.
Act as the company's internal expert on modern SaaS and AI monetization trends, bringing forward innovative approaches to pricing and packaging.