Pricing Strategy and Monetization Director

Keyfactor, Inc. • Independence, OH

8h • Remote

About The Position

The Director of Pricing Strategy and Monetization leads the development and execution of pricing as a core strategic capability. This role owns pricing strategy, governance, analytics, and execution across products, services, and customer segments. Partnering cross-functionally with Product, Finance, Sales, Marketing, and Customer Success, the Director ensures pricing and packaging drive profitable growth, competitive differentiation, and operational consistency. The role balances long-term strategy with nearterm impact, improving price realization, strengthening discount discipline, and building capabilities in elasticity and competitive benchmarking. Applicants must be legally authorized to work in the United States.

Requirements

• 8–12+ years in pricing strategy and monetization in a multi-product SaaS organization.
• Experience building or scaling a pricing function.
• Strong analytical and modeling skills.
• Strong familiarity with Salesforce
• Proven cross-functional leadership and influence skills.
• Comfortable operating at both strategic and execution levels

Responsibilities

• Establish a centralized pricing function with clear ownership, decision rights, and governance processes across product, sales, partners, revenue operations, finance, and marketing.
• Define and document pricing principles and review cadences for pricing and packaging changes. Ensure pricing is treated as a strategic lever at the executive level, not an ad‑hoc or reactive activity.
• Lead the evolution of pricing models and packaging structures aligned to customer segments and value delivered.
• Own value metric selection, ensuring metrics are simple, defensible, and aligned to customer outcomes.
• Partner with Product to influence roadmap prioritization using pricing and monetization insights.
• Define and refine customer segments and geographies to ensure pricing/packaging clarity by segment - building deep understanding of willingness‑to‑pay and value drivers per segment.
• Build foundational cost and margin visibility across products and services, including hosting, services, and support costs. Work closely with GTM leadership to ensure incentives match product profitability.
• Define target margins and floor pricing by segment and offering.
• Establish ongoing competitive pricing and packaging benchmarking, including feature‑to‑price comparisons.
• Partner with revenue operations and product marketing on structured win‑loss analysis to separate price issues from product or positioning gaps.
• Work with revenue operations to track core pricing KPIs and provide insights on trends: win rates, ASP, discount rates, margin by deal, renewal uplift, NDR, and price realization – by product.
• Build forecasting and scenario models to quantify the impact of pricing changes on ARR, margin, churn, and expansion.
• Drive a continuous feedback loop between product usage data, customer value realization, and pricing and packaging strategy in partnership with Product and Engineering
• Lead pricing change communication, sales training, and value storytelling to reduce default discounting behaviors – partnering with product, product marketing and enablement teams.
• Guide design of customer transition workflows, grandfathering strategies, and renewal pricing motions to protect long‑term value.

Benefits

• Comprehensive benefit coverage globally.
• Generous paid parental leave globally.
• Competitive time off globally.
• Wellbeing resources, wellness allowance, mindfulness app free membership, Wellness Wednesdays.
• Global Volunteer Day, company non-profit matching, and 3 volunteer days off.
• Monthly Talent development and Cross Functional meetings to support professional development.

What This Job Offers

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