Pricing Strategy Director

Asana•San Francisco, CA

1d•$210,000 - $279,000•Hybrid

About The Position

The Monetization Strategy team drives Asana’s pricing/packaging strategy and execution, helping our customers get more value out of our offerings and capturing a fair share of that value. We work cross functionally to deliver impactful offerings for team productivity and collaboration. We’re helping to define the Work Management category and inventing new ways for teams to work more efficiently together and see the larger purpose behind their work. Our team works directly with Product/Engineering, Sales/Support, Customer Research, Marketing, Data Science, Finance and Operations to deliver valuable offerings to our customers. You’ll take part in every type of product work here – from strategy to product to process improvements – conceptualizing, launching, and iterating on Asana itself for millions of teams around the world. As the Pricing Strategy Director, you will serve as a key strategic leader shaping Asana's product monetization strategy across the organization. This is an individual contributor-style senior leadership role with no direct reports, reporting to the VP Monetization Strategy. You will partner closely with executive stakeholders across Product, Sales/GTM, Marketing, Finance, and Operations to define, launch, and optimize our end-to-end monetization strategy—driving sustainable revenue growth, unlocking new business opportunities, and delivering an exceptional customer experience at scale. This role is based in our San Francisco office with an office-centric hybrid schedule. We are open to considering other office locations (e.g., NYC, Vancouver). The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

Requirements

8+ years of pricing experience in strategy consulting and/or B2B software, which ideally includes 5+ years in pricing leadership at enterprise-level SaaS companies
Proven track record of developing and executing enterprise-wide pricing strategies that have driven significant, measurable revenue impact across multiple business lines
Exceptional analytical skills, including advanced customer/competitor research and financial modeling, with a demonstrated ability to translate complex data into actionable executive-level insights
Deep expertise in SaaS pricing, self-serve (product-led) and sales-led go-to-market strategies, and customer buying behaviors across SMB, mid-market, and enterprise segments
Demonstrated ability to build and sustain executive-level relationships and lead cross-functional initiatives at scale, influencing senior stakeholders without direct authority
Expert-level knowledge of pricing and packaging research techniques (e.g., Conjoint, Van Westendorp) and proficiency in leveraging survey tools such as Qualtrics to drive strategic decisions
Strong command of pricing trends in the marketplace, including AI pricing, with the ability to anticipate market shifts and position Asana's monetization strategy ahead of the competition
Exceptional executive communication and presentation skills, with experience presenting to C-suite and Board-level audiences

Responsibilities

Own and drive the monetization strategy, including packaging, pricing models, price levels, and discount strategy. Ensure alignment with Asana's broader business objectives and long-term company strategy. Initial focus will be on helping create the infrastructure to support consumption based billing (including system implementation) and driving change management for this initiative.
Serve as a senior strategic thought leader on monetization, maintaining a deep understanding of operating metrics, customer data, competitive dynamics, and market trends to proactively identify and prioritize high-impact monetization opportunities.
Define and champion both near-term (1–2 quarters) and long-term (3–5 year) monetization strategies, driving executive-level decision-making and organizational alignment across the company.
Lead the design and execution of comprehensive customer, product, competitor, and financial analyses to inform strategic recommendations and shape enterprise-wide pricing decisions.
Partner at the executive level across Product, Sales/CS, Finance, and Operations to develop pricing and packaging strategies, and present recommendations with confidence to the senior leadership team, C-suite, and Board of Directors.
Drive the end-to-end operational execution of monetization strategies, orchestrating cross-functional workstreams with IT/Operations, Finance, Sales Enablement, and Deal Desk to ensure seamless implementation.
Establish and own pricing KPIs and reporting frameworks. Monitor, evaluate, and communicate the effectiveness of pricing and packaging initiatives, providing strategic insights and recommendations to senior leadership on the overall health of the business.
Act as a trusted advisor to the VP Monetization Strategy, C-level executives, and other senior executives, influencing company-wide strategic direction on pricing, packaging, and go-to-market monetization.