Senior Pricing & Packaging Director

Tricentis•Boston, MA

2d•Hybrid

About The Position

Tricentis is undergoing a significant commercial transformation, involving the unification of an acquired portfolio, the launch of new products, AI integration, and a shift towards consumption-based pricing. This role is the operational owner responsible for monetizing the Tricentis portfolio. The Senior Pricing & Packaging Director will design pricing and packaging strategies that balance Tricentis's revenue predictability, customer budget predictability, business time-to-market, and the migration needs of the existing customer base. The ideal candidate will possess a commercial operator's mindset, with financial analysis skills as a secondary focus. This role reports to the EVP, Product Business Performance and will manage one direct report, a pricing analyst, while collaborating with the Project Management Organization. The position operates across US, EMEA, and APAC time zones and follows a hybrid work model, requiring candidates to be based in or near Austin or Boston and work onsite three days a week.

Requirements

10+ years of progressive experience in pricing, monetization, product strategy, or commercial strategy at enterprise software companies.
At least 3–5 years in a senior pricing-focused role.
Direct experience leading or playing a senior role in a transition to consumption-based or usage-based pricing at a B2B software company.
Track record of designing pricing and packaging across a multi-product portfolio, including post-M&A harmonization.
Demonstrated ability to navigate tradeoffs between consistency, migration risk, and time to market.
A demonstrated commercial mindset with experience articulating customer buying behavior, deal outcomes, and the impact of packaging or pricing.
Experience engaging directly with customers and sellers.
Strong analytical foundation with hands-on Excel and financial modeling skills.
SQL fluency strongly preferred.
Demonstrated ability to influence senior cross-functional leaders (CFO, CPO, CRO, VP-level peers) through clear thinking and strong written communication.
Exceptional written and verbal communication skills, capable of writing concise briefs for C-Staff and defending recommendations to executives.
Experience working in an international, multi-time zone organization across multiple sales geographies.
Comfort using modern AI tools for analysis, drafting, modeling, and communication.

Nice To Haves

Curiosity and a developing point of view on how AI is reshaping enterprise software monetization.
Direct, hands-on experience pricing AI-enabled features or products.
Experience working with or pricing alongside strategic go-to-market partners.
Familiarity with the testing, observability, or developer-tools software categories.
Experience in a PE-backed or growth-stage software company.
Experience managing or working closely with offshore analytical talent.

Responsibilities

Own pricing and packaging across the portfolio, including designing, defending, and evolving the pricing architecture (list pricing, packaging structures, discount frameworks, and rules for bundling and cross-sell).
Harmonize the pricing models inherited through acquisitions to create coherence without disrupting existing successful models.
Operationalize the transition to consumption pricing by translating strategic direction into analyses, packaging mechanics, migration models, and rollout plans.
Develop a strategic perspective on AI monetization, including its impact on willingness to pay, metering, value attribution, and unit economics.
Partner with Finance on revenue and margin modeling, Product Management on roadmap-aligned packaging, Product Marketing on positioning and willingness-to-pay, and Operations on telemetry for recommendations.
Constructively challenge Product Managers and Product Marketing Managers on price elasticity, willingness to pay, and competitive positioning.
Incorporate the customer perspective into packaging decisions, ensuring they are based on customer buying behavior, migration patterns, and churn risks.
Partner with the Project Management Organization to implement pricing decisions across systems, contracts, sales motions, and customer communications.
Lead the Pricing Steering Committee by preparing agendas, materials, and recommendations.
Prepare the Executive Pricing Committee by framing decisions and highlighting tradeoffs for executive-level monetization choices.
Define and maintain the governance framework for pricing changes, experiments, and exception handling.
Document the audit trail of monetization decisions, their rationale, and outcomes.
Align portfolio pricing decisions with strategic go-to-market partners to ensure coherence across commercial models.
Design pricing for joint offerings to ensure favorable economics for both Tricentis and its partners.
Build business cases, including financial models, scenario analyses, and customer impact assessments, to support pricing recommendations.
Partner with Operations to establish telemetry, such as usage data, deal patterns, and win/loss signals, to inform decisions.
Utilize internal AI tools (including Claude) to enhance analysis, modeling, and communication.