Pricing & Packaging Strategy Lead

Mixpanel•San Francisco, CA

About The Position

We're looking for a Pricing & Packaging Strategy Lead to own one of the most important levers in our business. This is a specialist role — we're not looking for a generalist who can figure it out, but someone who has done this before and knows the craft: how to structure tiers, how to think about value metrics, how to run a pricing change end-to-end, and how to build the cross-functional alignment that makes it stick. You'll be the company's internal expert on pricing and packaging — the person Product, Sales, Finance, and Marketing turn to when they have a pricing question, a new feature to monetize, or a deal that needs a judgment call. You'll build this function from the ground up, establishing the frameworks, processes, and institutional knowledge that turn pricing from an ad hoc conversation into a strategic capability. This role sits within Strategy & Operations and reports to the VP of Strategy & Operations.

Requirements

5–8 years of experience, with at least 2–3 years spent specifically in pricing and packaging at a B2B SaaS company — this is a specialist role and that direct experience is required.
Hands-on experience running a pricing or packaging change end-to-end: from research and modeling through cross-functional alignment, launch, and post-launch evaluation.
Fluency in SaaS business model fundamentals — you understand how pricing decisions affect ARR, NRR, expansion, churn, and unit economics, and you can model those impacts rigorously.
Experience working across Product, Finance, Sales, and Marketing to drive alignment on pricing decisions where stakeholders don't always naturally agree.
Strong financial modeling skills — you can build a model from scratch, stress-test assumptions, and translate outputs into a clear narrative for leadership.
Familiarity with pricing research methodologies (e.g., Van Westendorp, conjoint analysis, willingness-to-pay surveys) and when to apply them.
Clear, concise communicator who can write a one-pager for the CEO, run a working session with Sales, and present a recommendation to the board with equal confidence.
Comfortable operating with autonomy in ambiguous environments — you're used to defining the problem before solving it.
Genuinely curious about AI tools and how they apply to strategic and analytical work — you're already using them regularly and can point to specific ways they've changed how you operate, not just speed things up.

Nice To Haves

Familiarity with CPQ tools and how pricing logic flows into quoting and billing systems.
SQL proficiency or comfort working directly with data and analytics tools.
Prior exposure to PLG (product-led growth) motions and how pricing intersects with self-serve conversion and expansion.

Responsibilities

Own Our Pricing & Packaging Strategy
Evaluate and evolve our current pricing model — tiers, value metrics, add-ons, and packaging structure — with a clear view on where we're leaving revenue on the table or creating friction for customers.
Build and maintain the financial models that underpin pricing decisions, quantifying the ARR, expansion, and churn implications of changes before we make them.
Design and run pricing experiments, synthesizing results into clear, actionable recommendations for leadership.
Stay current on competitive pricing movements and market trends, ensuring our strategy is defensible and differentiated.
Connect Pricing to the Product & GTM Motion
Partner with Product and Product Marketing to ensure new features and product lines are monetized thoughtfully — packaging decisions should reflect how customers actually derive value, not just what's easiest to ship.
Work with Sales and Customer Success to understand price sensitivity, deal patterns, and objection trends, feeding those insights back into strategy.
Conduct or commission willingness-to-pay research and customer segmentation analysis to ground decisions in data rather than assumptions.
Drive Alignment & Operationalize Changes
Push the Frontier on How This Work Gets Done Bring AI tools into your daily workflow — whether that's accelerating financial modeling, synthesizing competitive intelligence, running scenario analysis, or drafting communications. Identify where AI can collapse timelines or unlock analysis that wouldn't be feasible for a small team otherwise. Share what you learn — part of building this function is building the playbook for how S&O works, and we want that playbook to be AI-native from day one.
Build the governance structure around pricing: who approves what, how exceptions are handled, how discount policies are enforced, and how changes are communicated.
Partner with RevOps and Finance to ensure pricing changes are operationally viable — accounting for how they flow through quoting, billing, and financial reporting.
Lead change management when packaging or pricing evolves, making sure Sales is equipped to position changes confidently and customers experience seamless transitions.

Benefits

Comprehensive Medical, Vision, and Dental Care
Mental Wellness Benefit
Generous Vacation Policy & Additional Company Holidays
Enhanced Parental Leave
Volunteer Time Off
Additional US Benefits: Pre-Tax Benefits including 401(K), Wellness Benefit, Holiday Break

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