Pricing Strategic Lead

Glean•Mountain View, CA

1d•Hybrid

About The Position

As Pricing Strategic Lead, you will own the quantitative backbone of how Glean prices and packages its products. You’ll build the models, scenarios, and frameworks that determine how new features get priced so they land competitively in the market while protecting Glean’s unit economics. This role partners directly with individual feature teams across Product and Engineering to ensure that every feature ships with a defensible pricing structure: one that customers can adopt, sales can sell, and finance can forecast. You’ll sit on the Pricing & Packaging team and work hand-in-hand with the Pricing & Packaging Owner, Finance/FP&A, Billing, Deal Desk, PMM, and feature PMs. You’ll be the person who turns ambiguous monetization questions into clear, defensible numbers.

Requirements

3+ years of experience in pricing, strategic finance, FP&A, monetization, business operations, or product analytics in a SaaS, cloud, or AI-driven company.
Experience pricing AI, LLM, infrastructure, API, or other usage-based software products.
Strong analytical and financial modeling skills, with comfort building bottoms-up usage models, scenario analyses, and business cases in spreadsheets.
Strong comfort with data, including working with product, billing, and usage data to evaluate trends, test assumptions, and quantify business impact.
Familiarity with consumption-based or hybrid pricing models, including the tradeoffs between transparency, competitiveness, adoption, and margin.
Ability to work cross-functionally with product managers, engineers, finance partners, and GTM stakeholders and drive clarity in ambiguous problem spaces.
Strong written and verbal communication skills, with the ability to distill complex analysis into crisp recommendations and decision-ready materials.
High ownership and operating rigor, with the ability to manage multiple workstreams and move quickly as product plans evolve.

Nice To Haves

Experience with SQL, BI tools, or usage analytics dashboards.
Experience supporting product launches, packaging changes, or monetization strategy in a fast-scaling B2B SaaS environment.
Familiarity with unit economics concepts such as gross margin, cost attribution, pass-through costs, and usage forecasting.

Responsibilities

Model feature-level pricing and usage by building bottom-up models of expected usage, cost-to-serve, and revenue impact for new and existing features.
Stress-test seat, credit, and consumption-based pricing structures to inform monetization decisions.
Partner with feature teams on go-to-market pricing by embedding with PMs and engineering leads on individual feature launches.
Translate roadmap intent into recommended pricing structures backed by clear quantitative analysis.
Run competitive and willingness-to-pay analysis to benchmark Glean’s pricing against category-specific competitors.
Turn market findings into pricing levers Glean can use to remain competitive while preserving margin.
Quantify deal-level and portfolio-level impact by modeling how proposed pricing changes affect ACV, NRR, gross margin, and consumption.