Head of Pricing & Packaging

Zip•San Francisco, CA

About The Position

Zip is hiring its first Head of Pricing & Packaging to own pricing and packaging as a unified function across the company. The role will establish the strategy, packaging, governance, and operating rhythm for Zip’s product portfolio, building the function from the ground up without an existing team, playbook, or system. The person will work hands-on as both strategist and operator, conducting research, building models, writing policies, making decisions, and presenting recommendations to founders and the executive team. The role works across Product, Product Marketing, Deal Strategy/Ops, Sales, Finance, and Legal, influencing stakeholders without formal authority. It begins as a team-of-one position, with responsibility for defining the future function, determining its staffing needs, and making the case for hiring as the business grows. The position’s first-year outcomes include establishing an executive-endorsed pricing and packaging framework; agreeing on discounting and exception governance with Deal Desk and Sales; shipping at least one research-backed pricing or packaging change tied to a measurable outcome; defining and regularly reporting pricing KPIs; implementing a new product introduction process; and presenting a credible initial team build-out plan.

Requirements

10+ years of experience in pricing strategy, monetization, or revenue strategy, including 5+ years owning pricing and packaging at a B2B SaaS or technology company.
Experience owning pricing and packaging for a multi-product or platform business, including making and defending decisions rather than only conducting analysis.
A track record of building or substantially establishing a pricing or commercial strategy function, with measurable results such as improved NRR, accelerated ARR, or competitive win-rate gains.
Experience influencing founders, C-suite, or board-level audiences and aligning Product, Sales, Finance, and Marketing without formal authority.
Fluency in SaaS models across self-serve/PLG and enterprise sales-led motions, and how pricing flexes between them.
Strong quantitative judgment, including knowledge of pricing research methods and elasticity modeling, and the ability to turn data into defensible recommendations.
Comfort working hands-on and largely solo, with the ability to prioritize what to build first and adjust course as priorities shift.

Nice To Haves

Experience with CPQ, billing, or deal desk systems and workflows.
Experience in procurement, spend management, fintech, or another vertical B2B SaaS category.
Certified Pricing Professional (CPP) certification or a similar monetization credential.
Experience recruiting and building a pricing team.

Responsibilities

Own pricing strategy across Zip’s portfolio, including new product and module pricing, packaging tiers, and bundling.
Conduct willingness-to-pay and competitive research, including conjoint studies, Van Westendorp analysis, and benchmarking, and translate findings into customer-value-based recommendations.
Design packaging that is easy for buyers to understand and supports customer expansion.
Chair a cross-functional pricing council that aligns Product, Sales, Finance, and Marketing and drives decisions to resolution.
Build and own a new product introduction process that takes the product roadmap through to field readiness.
Establish discounting policy, approval workflows, exception governance, and deal desk guardrails in partnership with the existing Deal Desk team.
Define and report pricing KPIs, including win rate by price point, discount leakage, price realization, and expansion ARR from packaging changes.
Evaluate pricing and CPQ tools with Deal Desk as Zip’s needs mature.
Serve as the company’s authority on monetization and bring market and competitive pricing intelligence into executive and product planning.
Present pricing recommendations and business cases to founders and the executive team.
Develop the case, roadmap, and hiring plan for a pricing team as the function matures.