VP, Pricing & Packaging

OneStream Software•,

4d•$229,000 - $297,500•Remote

About The Position

The Vice President, Pricing & Packaging is responsible for designing, building, and scaling OneStream's monetization strategy across its full product portfolio. This role owns the architecture and execution of pricing models, packaging tiers, and commercial frameworks that drive ARR growth, improve win rates, and accelerate deal velocity—while aligning monetization with customer value and OneStream's multi-product growth ambitions. This leader operates at the intersection of strategy and execution in a high-growth, PE-backed SaaS environment, translating commercial insights and competitive intelligence into scalable pricing frameworks. As a key cross-functional partner, this role works closely with the CRO, CFO/FP&A, Product, Sales, and Marketing to ensure that pricing architecture supports go-to-market execution and enterprise value creation. Role Context: Multi-product SaaS transition requiring a unified, scalable pricing architecture. Strategic imperative to evaluate and design a transition roadmap toward consumption-based pricing, balancing innovation with the needs of a long-tenured enterprise customer base. Active GTM transformation with evolving hunter/farmer coverage model and role specialization. Complex enterprise deal structures with non-standard packaging requirements. Private equity environment with a strong focus on value creation, margin optimization, and forecast predictability. Long-tenured enterprise customer base requiring thoughtful packaging evolution and change management.

Requirements

8+ years of experience in Pricing Strategy, Monetization, Product Marketing, or Commercial Operations in a SaaS environment.
Proven track record designing and scaling enterprise SaaS pricing models (metric-based, tiered, consumption-based); direct experience evaluating or leading a transition to consumption-based or usage-based pricing strongly preferred.
Experience building packaging frameworks for multi-product portfolios in complex enterprise environments.
Demonstrated success partnering with Sales, RevOps, and Product to operationalize pricing strategy.
Strong background in competitive analysis, win/loss analytics, and market benchmarking.
Experience influencing executive leadership and operating in PE-backed, high-growth environments.
Deep command of enterprise SaaS pricing mechanics, value-based pricing, and monetization strategy.
Strong analytical and financial modelling skills with the ability to translate commercial data into executive-level insights.
Builder-doer mindset—able to operate strategically while driving execution hands-on.
Exceptional cross-functional influence skills, with the ability to drive alignment without direct authority.
Executive presence with comfort presenting to senior leadership, PE sponsors, and Board audiences.
Strong change management capability in complex, tenured enterprise organizations—including the ability to sequence and communicate a consumption-based pricing transition in a way that preserves customer trust and protects existing ARR.
Fluency in SaaS metrics (ARR, NRR, ACV, win rate, deal velocity, price realization).
Familiarity with CPQ platforms, Salesforce ecosystems, and GTM technology stacks preferred.

Nice To Haves

Direct experience evaluating or leading a transition to consumption-based or usage-based pricing strongly preferred.
Familiarity with CPQ platforms, Salesforce ecosystems, and GTM technology stacks preferred.

Responsibilities

Design and maintain OneStream's enterprise pricing model across all product lines.
Develop metric-based, outcome-based, and consumption-based pricing structures aligned to customer value.
Establish pricing tiers, licensing models, and packaging bundles that support land, expand, and renew motions.
Define standard and non-standard deal structures, including enterprise agreements, usage tiers, and multi-product bundles.
Lead the evaluation and design of a consumption-based pricing transition roadmap—assessing viable models (usage-based, outcome-based, hybrid), sequencing the migration in a way that protects existing ARR, and building the business case for internal and PE sponsor alignment.
Own the packaging architecture across OneStream's full product portfolio—defining how platform-level technologies are structured into sellable, stackable, and expandable product tiers.
Define feature bundling, add-on architecture, and module-level packaging for new and existing products—with particular attention to OneStream's platform model, where underlying technology often becomes the foundation for applications and products that require distinct packaging treatment.
Drive coherent packaging narratives that support sales motion and simplify buying decisions.
Establish clear customer segment packages (e.g., mid-market vs. enterprise) to reduce friction and improve conversion.
Partner with Product and Engineering to ensure packaging decisions are grounded in the technical architecture of the platform—not just the commercial surface—and can be sustainably delivered and contracted.
Develop expansion packaging paths—upgrade architecture, cross-sell tiers, and renewal packaging—that drive NRR growth across the installed base.
Own discounting policy frameworks and approval thresholds in partnership with the Deal Desk and RevOps.
Design commercial guardrails that protect margin while enabling competitive flexibility.
Partner with Sales to support complex, non-standard pricing requests and custom deal structures.
Own CPQ configuration, quoting architecture, and pricing system governance—ensuring that no pricing motion reaches the field without passing the commercial readiness gate.
Own order form architecture and rev rec pre-clearance in partnership with Legal and Finance—ensuring deal structures are commercially sound and revenue recognition implications are resolved before contracts execute.
Lead Sales activation readiness for new pricing and packaging launches—ensuring the field has the tools, training, and talk tracks required to bring pricing changes to market successfully.
Lead ongoing competitive pricing benchmarking across the CPM/EPM landscape.
Translate win/loss data, deal insights, and customer feedback into actionable pricing adjustments.
Partner with Product Marketing to develop competitive positioning and pricing messaging.
Establish regular market analysis cadence to ensure pricing remains competitive and growth-enabling.
Build and own a pricing analytics function to track win rates, ACV trends, discount patterns, and price realization.
Deliver pricing performance dashboards for senior leadership and PE sponsors.
Build data models that connect packaging decisions to ARR outcomes, deal velocity, and customer health.
Partner with RevOps and FP&A to ensure pricing decisions inform capacity planning and financial modelling.
Influence product roadmap prioritization via structured pricing and commercial feedback.
Influence compensation plan design as it relates to pricing-linked incentives (executed by Finance).
Influence customer success and renewal strategies where pricing flexibility is a retention lever.
Design and scale a best-in-class enterprise pricing and packaging architecture for OneStream's multi-product portfolio.
Develop commercial guardrails, discounting governance, and packaging standards that drive win rates and protect margin.
Partner with SVP RevOps, CRO, and Finance to operationalize pricing strategy across the GTM motion.
Build a pricing analytics and insights capability that connects commercial decisions to revenue outcomes.
Lead competitive intelligence and market benchmarking to keep OneStream's pricing positioned to win.
Own CPQ configuration, order form architecture, rev rec pre-clearance, and Sales activation readiness—serving as the commercial execution gate that ensures no pricing motion reaches the field without being operationally sound.
Serve as a trusted advisor and subject matter expert on pricing strategy for PE sponsors and the Board.
Evaluate and design a roadmap for transitioning to consumption-based pricing—modelling migration scenarios, quantifying ARR risk and upside, and driving alignment across Product, Finance, and PE sponsors before any commitment to execution.