Director, Product Monetization & Pricing

Freshworks•San Mateo, CA

22h•$207,400 - $256,200•Hybrid

About The Position

Software is changing. AI, automation, and platform capabilities are transforming how customers buy and consume software, and traditional seat-based pricing is no longer enough. At Freshworks, we're rethinking how our products are packaged, priced, and monetized as our portfolio continues to evolve. We're looking for a senior individual contributor to help define that next chapter. This is a high-impact role where you'll partner closely with Product, Product Marketing, Finance, Sales, Revenue Operations, and Engineering to design modern monetization strategies, launch new commercial models, and help shape how customers experience value across the Freshworks portfolio. From early product discussions through market launch, you'll own pricing initiatives end-to-end while helping define the future commercial strategy for one of the fastest-evolving areas of our business.

Requirements

Experience building pricing, packaging, or monetization strategies for SaaS, cloud, AI, or platform products.
8+ years of experience in pricing strategy, monetization, product strategy, management consulting, revenue strategy, or a related discipline within SaaS or technology
Experience developing pricing and packaging strategies for software, cloud, platform, or AI products
Strong understanding of subscription, consumption, usage-based, hybrid, and outcome-based pricing models
Experience building financial models, pricing analyses, and business cases
A track record of influencing cross-functional teams across Product, Finance, Sales, Marketing, and Engineering
Strong communication skills and the ability to present recommendations to senior leadership
Experience working across globally distributed teams, with the ability to build strong partnerships across functions and time zones. This role collaborates closely with Product, Engineering, and Operations teams in India, so flexibility in working hours when needed is important

Responsibilities

Shape our monetization strategy
Partner with Product leaders to define how new products and capabilities should be packaged, priced, and brought to market
Design pricing models across subscription, usage-based, consumption, credit, hybrid, and emerging commercial frameworks
Develop business cases and financial models that balance customer value, adoption, revenue growth, and long-term business economics
Commercialize new products
Work closely with Product Marketing to define feature packaging, product tiers, bundles, and commercial offers
Design pricing experiments, customer pilots, and willingness-to-pay research to validate new approaches before launch
Help bring new pricing strategies from concept through commercialization
Enable go-to-market success
Partner with Sales, Revenue Operations, and Deal Desk to operationalize pricing and ensure scalable execution
Develop pricing policies, commercial guardrails, and sales enablement materials that help customer-facing teams confidently position value
Support strategic customer conversations involving enterprise agreements, usage-based pricing, and new commercial models
Measure and optimize
Monitor customer adoption, pricing performance, competitive trends, and monetization metrics
Recommend pricing and packaging changes based on customer behavior, product usage, and market dynamics
Present recommendations and business cases to executive leadership