Head of Pricing & Packaging

Zip•San Francisco, CA

5d•$178,500 - $262,500

About The Position

Zip is hiring its first Head of Pricing & Packaging to establish and lead pricing and packaging as a unified function. The role owns the function’s strategy, packaging, governance, and operating rhythm, building the models, conducting research, writing policies, and making and defending recommendations to the founders and executive team. The position starts as an individual-contributor role, with responsibility for determining when and how to build a team. The Head of Pricing & Packaging will work across Product, Product Marketing, Deal Strategy/Ops, Sales, Finance, and Legal without formal authority over those teams. The role will develop pricing and packaging across Zip’s product portfolio, establish governance and pricing operations, measure performance, and create a new product introduction process that takes products from roadmap to field readiness.

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.
Owned pricing and packaging decisions for a multi-product or platform business and defended those decisions, rather than only providing analysis.
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, including how pricing varies 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 identify what to build first and adapt when 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) 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 analysis, Van Westendorp research, and benchmarking, and turn findings into customer-value-based recommendations.
Design packaging that is straightforward for buyers to understand and supports expansion.
Chair a cross-functional pricing council, aligning Product, Sales, Finance, and Marketing and driving 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 tooling 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 the founders and executive team.
Develop the case, roadmap, and hiring plan for a pricing team as the function matures.