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 crucial for managing how the Tricentis portfolio is monetized, focusing on designing pricing and packaging strategies that balance revenue predictability for Tricentis, budget predictability for customers, business time-to-market, and the migration needs of the existing customer base. The ideal candidate will possess a commercial operator mindset, functioning as the primary operational partner to the EVP, Product Business Performance. The role includes direct management of a pricing analyst and collaboration with the Project Management Organization, operating across US, EMEA, and APAC time zones. This is a hybrid role requiring candidates to be based near Austin or Boston, working 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/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 preparing 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 as part of the workflow for analysis, drafting, modeling, and communication.
• Must be authorized to work in the U.S. without current or future sponsorship.

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, bundling, and cross-sell rules).
• Harmonize the pricing models inherited through acquisitions, ensuring 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.
• Constructively challenge cross-functional teams on price elasticity, willingness to pay, and competitive positioning.
• Incorporate the customer perspective into packaging decisions, ensuring they are grounded in customer buying behavior and migration realities.
• Execute pricing decisions through the PMO, translating them into changes in systems, contracts, sales motions, and customer communications.
• Run the weekly Pricing Steering Committee, preparing agendas, materials, and recommendations.
• Prepare the monthly Executive Pricing Committee, framing decisions and surfacing tradeoffs for executive review.
• Define and maintain the governance framework for pricing changes, experiments, and exception handling.
• Document the audit trail for monetization decisions, including rationale and outcomes.
• Align portfolio pricing decisions with strategic GTM partners to ensure coherence across commercial models.
• Design pricing for joint offerings with partners to ensure mutual economic viability.
• Build business cases, financial models, scenario analyses, and customer impact assessments for pricing recommendations.
• Partner with Operations to establish the necessary telemetry (usage data, deal patterns, win/loss signals) for evidence-based decision-making.
• Utilize internal AI tools (including Claude) to enhance analysis, modeling, and communication.

Benefits

• Opportunity to work directly with C-Staff on consequential commercial decisions.
• Chance to shape pricing for next-generation AI-native products.
• Access to modern AI tooling (including Claude) with the expectation of leveraging them.
• Support from an offshore analyst and the PMO.
• Equal opportunity workplace.

What This Job Offers

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