Director, Pricing Strategy

Trimble Inc.•Westminster, CO

5d•$160,900 - $221,300•Hybrid

About The Position

As AI fundamentally reshapes the software landscape, the traditional "per-seat" SaaS business model is evolving and creating hybrid opportunities. We are seeking a Director of Pricing Strategy to lead our monetization evolution, architecting and executing our strategic transition from named-user licensing to incorporate multifaceted dynamic, AI-native consumption models. In this critical leadership role, you will architect and execute our strategic transition from only named-user licensing to incorporate multifaceted dynamic, AI-native consumption models to our existing models. You will bridge the gap between our engineering infrastructure, product management, and go-to-market execution, ensuring we monetize all our capabilities profitably while aligning our pricing directly with the value our customers receive. About Us Trimble is global technology company that connects the physical and digital worlds, transforming the ways work gets done. With relentless innovation in precise positioning, modeling and data analytics, Trimble enables essential industries including construction, geospatial and transportation. Whether it's helping customers build and maintain infrastructure, design and construct buildings, optimize global supply chains or map the world, Trimble is at the forefront, driving productivity and progress. For more information about Trimble (Nasdaq:TRMB), visit: www.trimble.com.

Requirements

Proven track record of leading a B2B software company through a monetization transition from seat-based pricing to consumption, metered, or hybrid pricing models.
Deep understanding of AI unit economics, including token processing, inference minutes, and compute costs.
Exceptional quantitative and financial modeling capabilities with hands-on experience using advanced Excel, SQL, or Python to analyze complex usage data.
Demonstrated cross-functional leadership skills with the ability to build consensus across Executive, Product, Sales, and Finance teams.
Hands-on experience working with modern metered billing systems such as Stripe Billing, Metronome, or Zuora, alongside Salesforce CPQ.

Nice To Haves

Previous pricing leadership experience at an AI infrastructure company, data platform, or hyperscaler.
Familiarity with outcome-based pricing models for autonomous AI agents or market equilibrium modeling.
Corporate Finance, FP&A, Mathematics, Statistics, or Operations Research experience.
Master of Business Administration (MBA) or equivalent advanced degree.

Responsibilities

Drive the end-to-end strategic shift from a traditional seat-based subscription model to hybrid or pure consumption-based pricing models like credit drawdowns, token metering, or compute-based tiers.
Define optimal pricing vectors for AI features, determining when to charge by the token, compute time, API call, or agentic outcome.
Partner with Engineering and Finance to model the volatile costs of AI infrastructure against customer willingness-to-pay, ensuring strong gross margins at scale.
Design advanced sales plays, ROI calculators, and usage estimation frameworks to help enterprise sales teams confidently pitch and negotiate consumption commitments.
Collaborate with RevOps, Engineering, and Finance to ensure complex metered pricing integrates smoothly with billing, CPQ infrastructure, and evolving financial recognition policies.