VP, Pricing & Packaging

Delinea•Redwood City, CA

3d•$300,000 - $340,000

About The Position

Delinea is securing human, machine, and AI identities, eliminating standing privilege and reducing the attack surface across on-premises and cloud. As the platform expands into Non-Human Identity governance, AI agent identity, StrongDM, and consumption-based licensing, we are hiring a dedicated leader to own how we package value and price capability across the whole portfolio. This is a horizontal L-1 role, peer to the General Managers of Workforce, Workload and AI, reporting to the Chief Product Officer.

Requirements

12+ years across pricing strategy, monetization, product management or product marketing, including 5+ years owning pricing as a named function.
A track record of building a monetization function where none existed: cadence, governance, documentation, analytical bench.
Experience preparing and defending recommendations to a formal pricing committee or equivalent decision body.
Demonstrated design of tiered packaging for enterprise software, and strong financial modeling (pricing impact, ARR and expansion, discount optimization).
Credibility with executive peers, holding a position on pricing under pressure without direct authority over sales or finance.

Nice To Haves

Cybersecurity or identity security (PAM, IAM, SIEM, endpoint); exposure to NHI, machine identity or secrets management.
Consumption-, usage-, or outcome-based pricing models alongside seat-based subscription.
Working knowledge of CPQ (Salesforce CPQ, Apttus); pricing through M&A integration or a major commercial model transition.
MBA a plus.

Responsibilities

Price and packaging architecture across the portfolio: tiering, licensing metrics, add-on structure, bundling.
Proposal quality into our monthly Price Committee: the analysis, the financial model, the recommendation, and the action register through to closure.
Discount governance, including band policy and the guardrails behind it.
Monetization for new categories: NHI governance, AI agent identity, StrongDM, consumption-based licensing.
Commercial readiness at launch, so packaging and pricing ship with the product.
The single source of truth for pricing, packaging and quoting guidance, partnering with Product Marketing on seller enablement.
Price realization, attach rate and competitive position, informed by competitor pricing, market benchmarks and win/loss data.