Senior Pricing & Strategy Specialist

OneTrust•San Francisco, CA

10d•Hybrid

About The Position

OneTrust’s mission is to enable organizations to use data and AI responsibly. Our platform simplifies the collection of data with consent and preferences, automates the governance of data with integrated risk management across privacy, security, IT/tech, third-party, and AI risk, and activates the responsible use of data by applying and enforcing data policies across the entire data estate and lifecycle. OneTrust supports seamless collaboration between data teams and risk teams to drive rapid and trusted innovation. Recognized as a market pioneer and leader, OneTrust boasts over 300 patents and serves more than 14,000 customers globally, ranging from industry giants to small businesses. The Challenge OneTrust serves a diverse, global customer base with a fast-evolving portfolio of solutions that span privacy, consent, AI governance, tech risk, and third-party management. Pricing must keep pace with the rapid innovation across these diverse solutions and balance customer value with sustainable monetization to fuel growth and continued investment in further innovation. Your Mission As a Senior Pricing & Strategy Specialist, you will collaborate with Product, Marketing, Sales, and Finance to design pricing and packaging strategies that maximize customer value and support OneTrust’s growth. You will combine internal data analysis, external market trends, and business objectives to develop strategic recommendations and lead their implementation. Identify Opportunities : Analyze historical pricing performance, segment differences, competitor moves, and market signals to drive revenue growth and design pricing model improvements. Analysis to Strategy: Transform research into strategic proposals, such as packaging new offerings or optimizing existing pricing models, then forecast the impact of proposed changes. Proposals to Reality : Partner with product and go-to-market leaders to implement price changes. Create clear, value-focused sales materials (offering overviews, ROI calculators, CPQ logic) to educate GTM teams and realize the value you identified in your proposals. Innovation Monetization : Assess willingness-to-pay and recommend monetization strategies for newly released features and products; guide Product teams' roadmap prioritization through ROI analysis. Targeted Sales Plays: Collaborate with GTM Strategy, Sales Programs, and Deal Desk to launch targeted sales plays that drive revenue growth, contributing your understanding of customer segmentation, willingness to pay, and competitive differentiation to improve play effectiveness. AI-Driven: Leverage AI tools to synthesize data and streamline strategy development. You Are You have experience running pricing & packaging analysis with a proven track record of successful pricing initiatives at Enterprise B2B SaaS companies.

Requirements

You have experience running pricing & packaging analysis with a proven track record of successful pricing initiatives at Enterprise B2B SaaS companies.
Fluent in SaaS monetization : 4–7+ years in B2B SaaS pricing or related functions (Strategy, Finance, Deal Desk).
Insight-Driven Storyteller : A clear communicator who can wade into complexity and translate into simple, persuasive, data-backed narratives.
Essential Insights: You excel at uncovering and delivering clear, actionable insights that simplify complex trade-offs for executives and drive initiatives forward.
Balance of Rigor & Speed : Strong modeling skills (Excel, Power BI, SQL); familiarity with value-pricing tools (quantitative & qualitative research techniques, competitive research, financial analysis, deal review).
Naturally Cross-Functional : You build trust with Product, Sales, Finance, Operations, and Customer Success stakeholders as an everyday practice; you love fast feedback loops and test‑and‑learn.
Naturally Cross-Functional: You consistently build trust with Product, Sales, Finance, Operations, and Customer Success stakeholders throughout initiatives; you love fast feedback loops and a test-and-learn approach.
Education: BS in a relevant field; advanced degree preferred.
Tools: Excellent PowerPoint skills; proficient with Salesforce and enablement platform; experience translating price logic into system requirements - CPQ/DealHub familiarity a plus.

Nice To Haves

Project ownership of packaging, price setting, and/or discount governance initiatives from framing to research and proposal to implementation.
Experience with pricing structures for platforms, multi-offering portfolios, and/or tiered solution packages
Involvement with implementing license metrics, in-app license consumption reporting, and/or governing license metric overages.
Previous success transitioning customers from legacy pricing models to new pricing to optimize customer value while minimizing disruption.
Developed sales collateral (pricing overviews, playbooks, calculators, FAQs, trainings) that improved deal performance.
Background at a privacy, compliance, security, risk, or data governance software company.

Responsibilities

Analyze historical pricing performance, segment differences, competitor moves, and market signals to drive revenue growth and design pricing model improvements.
Transform research into strategic proposals, such as packaging new offerings or optimizing existing pricing models, then forecast the impact of proposed changes.
Partner with product and go-to-market leaders to implement price changes.
Create clear, value-focused sales materials (offering overviews, ROI calculators, CPQ logic) to educate GTM teams and realize the value you identified in your proposals.
Assess willingness-to-pay and recommend monetization strategies for newly released features and products; guide Product teams' roadmap prioritization through ROI analysis.
Collaborate with GTM Strategy, Sales Programs, and Deal Desk to launch targeted sales plays that drive revenue growth, contributing your understanding of customer segmentation, willingness to pay, and competitive differentiation to improve play effectiveness.
Leverage AI tools to synthesize data and streamline strategy development.