Director, Pricing & Packaging

Freshworks•San Mateo, CA

15h•$207,400 - $256,200•Hybrid

About The Position

Freshworks is seeking a Director of Pricing & Packaging to help develop and execute pricing, packaging, and monetization initiatives across the Freshworks portfolio. This is a high-visibility senior Individual Contributor (IC) role that balances macro monetization strategy with hands-on, end-to-end execution and commercialization. As we continue to evolve our portfolio, you will act as the key architect shaping pricing models beyond traditional seat-based SaaS toward usage-based, outcome-based, and hybrid monetization frameworks. This role partners closely with Product, Product Marketing, Finance, Sales, Revenue Operations, Deal Desk, Data Science, and our global engineering and operations team in India. Candidates should expect a highly collaborative, cross-border environment that requires regular flexibility across international time zones.

Requirements

8+ years of experience in pricing strategy, monetization, product strategy, revenue operations, management consulting, or related disciplines within SaaS or technology companies
Experience developing pricing models for SaaS, platform, cloud, AI, or data-driven products
Strong understanding of SaaS monetization models, including subscription, usage-based, platform, consumption, credits, outcome-based, and hybrid pricing frameworks
Demonstrated ability to translate complex product economics into scalable commercial strategies
Strong analytical skills with experience building business cases, financial models, and pricing analysis
Proven success influencing cross-functional stakeholders across Product, Finance, Sales, and Marketing organizations
Exceptional communication and executive presentation skills
Ability to balance strategic thinking with operational execution in a fast-paced environment
Bachelor's degree required

Nice To Haves

MBA or equivalent advanced degree preferred
Familiarity with AI, cloud, infrastructure, platform, or data monetization models, including consumption forecasting and infrastructure controls
Background in B2B SaaS companies transitioning from seat-based licensing to usage-based or hybrid monetization models
Experience launching new products or monetization models high-growth technology environments.

Responsibilities

Design, model, and pilot modern consumption-based, credit-based, and hybrid pricing frameworks that align customer value with Freshworks' AI and platform capabilities.
Partner closely with Product and Product Marketing to define feature tiers, building strategies, and product entitlements—running real-world experiments to validate models before full market launch.
Build the operational guardrails, approval frameworks, and packaging structures alongside Revenue Operations and Deal Desk. You will directly equip Sales with the enablement tools and messaging needed to position pricing value.
Conduct willingness-to-pay studies, monitor competitive trends, and track core revenue and margins. You will act as the key bridge, aligning US executive leadership with our core engineering and data teams in India.