Senior Pricing Manager

Spotnana•Palo Alto, CA

22h•$165,000 - $185,000•Hybrid

About The Position

Spotnana is seeking a Senior Pricing Manager to lead the company's pricing function and significantly influence revenue growth, product strategy, and market positioning. This role involves overseeing day-to-day pricing operations and collaborating with Marketing, Product, Finance, Sales, and Leadership to align pricing strategy with business objectives and customer value. The position is based in Palo Alto, CA, with a requirement to be in the office at least one day per week.

Requirements

8+ years of experience in pricing for B2B SaaS companies including extensive experience with enterprise sales, partnerships, and channel sales.
Strong analytical foundation, with the ability to build financial models yourself and reason fluently about unit economics, cost-to-serve, margins, willingness-to-pay, and elasticity.
Familiarity with AI as a tool to support query generation and model development.
Strong knowledge of B2B pricing models including consumption-based pricing, subscription models, and pricing for services.
Quick learner with innate curiosity who can quickly become an expert in our products and industry.
Excellent verbal and written communication skills, including the ability to draft and present recommendations to executives, bring executives into alignment, and embrace feedback.
Skilled at leading cross-functional projects and collaborating well with people at all levels, including teammates, executives, vendors, and partners.
Outstanding knowledge of B2B pricing models.

Responsibilities

Drive Spotnana’s global pricing and packaging strategy.
Set pricing for products sold to corporate travel managers, corporate and leisure travel agencies, technology companies, financial services companies, and travel providers (airlines, hotels, etc.).
Conduct research to inform pricing and packaging decisions by gathering insights from product management, finance, sales, customers, and partners.
Develop a deep understanding of product capabilities, the value Spotnana delivers to customers, competitor pricing, unit costs, servicing costs, travel industry economics and money flows, and more.
Manage a prioritized roadmap of pricing projects, present pricing recommendations to leadership for approval, and document pricing decisions.
Maintain the catalog of active SKUs, entitlements, and meters, and own the lifecycle of how new ones are introduced, retired, or repriced.
Develop analytical models that show the financial impact of different pricing and packaging decisions.
Manage day-to-day operations around pricing including deal reviews, discounting policies, approval workflows, providing standard language for contracts, and ensuring technology systems are able to operationalize pricing decisions.
Partner with key stakeholders to develop and enhance ROI models that support pricing negotiations.

Benefits

Pre-tax and ROTH 401(k) options via Fidelity with up to a 4% company match
Comprehensive benefit plans covering medical, dental, vision, life, and disability effective on your hire date. We cover 100% of your employee premiums and 85% of your eligible dependents
Pre-tax flexible spending account options for health, dependent care and commuter expenses
Flexible PTO in addition to 10 company holidays and an end-of-year company shutdown
Up to 26 weeks of parental leave
Monthly cell phone/internet stipend
IATAN travel membership
Pet insurance
Financial wellness tools
Calm app access