Senior Pricing Manager

Spotnana • Palo Alto, CA

6d • Hybrid

About The Position

We are Spotnana, on a mission to modernize the infrastructure of the $1.6 trillion travel industry to power the perfect trip for travelers everywhere. Our Travel-as-a-Service platform is designed to make every trip better, whether someone is booking for work or leisure travel, building a travel tool, or looking to offer personalized experiences at scale. We’re not just modernizing tech, we’re rethinking how the industry works. At Spotnana, our values and principles guide how we work and grow together: Build the future – We are leaders, we are innovators, we are ambitious. Commit to excellence – We’re accountable, we are partners, we are agile. Stronger together – We lead with respect and integrity, we are inclusive, we are lifelong learners. This role will lead Spotnana’s pricing function and play a key role in influencing revenue growth, product strategy, and market positioning. You'll also oversee day-to-day pricing operations while partnering closely with teams across Marketing, Product, Finance, Sales, and Leadership to ensure Spotnana’s pricing strategy supports our business objectives and delivers value to customers.

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.

Responsibilities

• Drive Spotnana’s global pricing and packaging strategy.
• Work with executives to 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

What This Job Offers

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