Lead, Pricing & Monetization Strategy

Fireworks • San Mateo, CA

23h

About The Position

Fireworks is seeking a Pricing & Monetization Strategy Lead to own pricing strategy and implementation as the company develops new service categories and business models in the AI inference market. The role is an internal subject matter expert for evolving pricing models and architecture, aligning price with customer value, and reducing complexity for internal teams and customers. The lead will work closely with Engineering, Product, and go-to-market teams, as well as advise executives and cross-functional stakeholders.

The position develops pricing and packaging architecture, monitors competitors and market trends, builds financial and scenario models, and coordinates implementation across billing, quoting, contracts, and internal tools. It also supports sales and other go-to-market teams with pricing guidance, deal frameworks, discounting guardrails, and training.

Requirements

• At least 10 years of professional experience, including at least 4 years in pricing, strategy and operations at a B2B software company, or in strategy consulting.
• Highly analytical, with deep experience building financial and scenario models and translating complex data into clear recommendations.
• Strategic thinker with strong commercial instincts and a track record of linking pricing decisions to business outcomes.
• Experience with sales and go-to-market strategy, including partnering with field teams on enablement and deal support.
• Ability to work cross-functionally with Product, Engineering, Finance, Systems, and go-to-market teams and influence senior stakeholders.
• Excellent written and verbal communication skills.

Nice To Haves

• Hands-on experience designing usage-based, consumption, or hybrid pricing models for cloud, infrastructure, or developer platforms.
• Familiarity with AI/ML, inference, or cloud infrastructure economics, including compute costs, gross margin, and capacity considerations.
• Experience implementing pricing in billing, CPQ, and CRM systems and partnering with Finance and Revenue Operations.
• Background in a high-growth startup or scale-up where pricing and packaging evolve quickly.
• Strong SQL and spreadsheet skills; comfort working directly with usage and revenue data.

Responsibilities

• Develop and evolve pricing and packaging architecture in partnership with Product, aligning prices with customer value and simplifying sales and purchasing.
• Monitor competitor activity, model and hardware cost trends, and demand shifts across the inference market; develop playbooks for consistent responses.
• Build financial and scenario models covering revenue, margin, adoption, and elasticity to inform leadership pricing and packaging decisions.
• Partner with Systems, Finance, and Operations to implement monetization strategies across billing, quoting, contracts, and internal tooling.
• Enable Sales, Solutions, Marketing, and other go-to-market teams with pricing guidance, deal frameworks, discounting guardrails, and training.
• Advise executives and cross-functional teams as the internal pricing subject matter expert, and create feedback loops from the market and field into pricing strategy.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed