VP, Pricing & Packaging

Darktrace • Boston, MA

1d • Hybrid

About The Position

Darktrace is seeking a strategic, analytically rigorous VP of Pricing & Packaging to own end-to-end monetization strategy for its B2B SaaS business. Reporting to the Chief Product Officer, the role will shape how the company packages, prices, and captures value across its product portfolio, influencing revenue growth, gross margin, competitive positioning, and customer lifetime value.

This is a cross-functional leadership position that operates primarily through partnerships rather than a large direct team. The VP works closely with dedicated business partners in Financial Planning & Analytics, IT, and Product Marketing, partners with Product, Engineering, Finance, Sales, and Customer Success, and chairs a cross-functional Pricing Steering Group. The role also monitors competitor pricing and packaging and ensures monetization decisions are supported by evidence and translated into operational execution.

The position is in the Product department and reports to the Chief Product Officer. It is based in Cambridge, London, or the East Coast US, with a minimum of two days per week in the office. The role is full-time.

Requirements

• At least 8 years of expertise across SaaS monetization models, including subscription, usage/consumption-based, tiered, seat-based, and hybrid models, and experience implementing Product Led Growth.
• At least 3 years leading pricing strategy, with strong command of pricing analytics, price elasticity, willingness-to-pay research, and value-based pricing.
• Experience with CPQ, billing systems, and entitlement management.
• Excellent quantitative, analytical, and financial modeling capabilities.
• Cybersecurity industry experience.
• Proven track record owning pricing and packaging strategy in a scaled B2B SaaS environment.
• Strong understanding of direct and channel-partner pricing and operations, including similarities, differences, and trade-offs.
• Demonstrated success leading through influence and driving outcomes through cross-functional partners rather than a large direct team.
• Experience establishing and chairing steering groups or governance forums.
• Strong track record of competitive intelligence, including tracking and responding to competitor pricing and packaging strategy.
• Builds cross-functional relationships and prioritizes collective outcomes.
• Demonstrates bias for action in ambiguous, fast-moving environments.
• Sets and elevates standards of excellence, holds self and others to high expectations, and continuously improves processes, quality, and outcomes.
• Takes end-to-end accountability for outcomes, exercises judgment, and follows through on commitments.
• Demonstrated track record of applying AI to accelerate and scale impact across key competencies.

Nice To Haves

• Experience partnering closely with FP&A, IT/systems, and Product Marketing to operationalize pricing.
• Familiarity with usage-based or consumption pricing and metering infrastructure.
• Experience in a high-growth or PE/VC-backed environment.

Responsibilities

• Define and own the company's pricing philosophy, strategy, and roadmap across products and segments.
• Design and evolve tiered, consumption-based, outcome-based, and hybrid pricing models aligned with delivered value and customer willingness to pay.
• Establish pricing governance, approval frameworks, and discounting guardrails that protect margins and deal integrity; partner with the Chief Accounting Officer/Deal Desk function to ensure consistent enforcement.
• Account for the differences and similarities between direct and channel-partner pricing and operations, and create coherent, margin-protective pricing, packaging, and discounting structures across both routes to market.
• Implement models for hyperscalers and marketplaces to promote and optimize online sales operational models.
• Architect product packaging, bundling, and tiering strategies to maximize adoption, expansion, and net revenue retention.
• Partner with the CPO and Product organization on feature-to-tier mapping, entitlements, and add-on and upsell structures.
• Lead monetization strategy for product launches, features, and market entries after core pricing and packaging governance and margin-tracking discipline are established.
• Monitor relevant market and competitive dynamics to inform packaging and positioning.
• Own SKU and price-list creation, and set policies and controls for their use, distribution, and management.
• Introduce and build Product Led Growth strategies.
• During the first two quarters, complete and margin-validate the legacy-SKU-to-package migration, including grandfathering policy and renewal-cycle price bridging.
• Establish, chair, and run a cross-functional Pricing Steering Group spanning Product, Sales, Finance, Marketing, and Customer Success.
• Set the Steering Group's charter, cadence, and decision rights, and present evidence-based pricing and packaging proposals for endorsement.
• Drive alignment, resolve trade-offs, and secure leadership buy-in for pricing and packaging changes.
• Maintain a transparent decision log and ensure decisions are operationalized and tracked for impact.
• Partner with FP&A on revenue modeling, margin analysis, price elasticity, willingness-to-pay quantification, and the financial impact of pricing decisions and forecasts.
• Partner with IT to operationalize pricing and packaging across billing, CPQ/quoting, Salesforce, entitlements, metering, and systems infrastructure.
• Partner with Product Marketing on competitive intelligence, value messaging, and packaging communication.
• Partner with Engineering to understand COGS and incorporate infrastructure and delivery costs into pricing decisions.
• Partner with the Chief Revenue Officer and team to inform quotas and align pricing and packaging with sales targets, incentives, and quota-setting.
• Set shared objectives and ways of working with each business partner so strategy translates into reliable execution.
• Build a discipline around willingness-to-pay research, price elasticity analysis, and value-based pricing in partnership with FP&A.
• Define pricing KPIs and dashboards, including ARPU, ACV, win rates, discount leakage, expansion revenue, and NRR impact.
• Ground major pricing decisions in data, research, and market evidence.
• Apply AI to accelerate and scale impact across the role's key competencies.
• Support high standards of integrity and accountability as Darktrace strengthens its governance and controls.

Benefits

• 23 days' holiday plus all public holidays, increasing to 25 days after two years of service.
• Additional day off for your birthday.
• Private medical insurance covering the employee, cohabiting partner, and children.
• Life insurance of four times base salary.
• Salary sacrifice pension scheme.
• Enhanced family leave.
• Confidential Employee Assistance Program.
• Cycle to work scheme.

What This Job Offers

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