Senior Pricing & Packaging Manager

Hootsuite•Washington, DC

1d•Remote

About The Position

As a Senior Pricing & Packaging Manager, you will lead the development, execution, and governance of our pricing strategy across Social Media Management and Social Intelligence solutions. This role will blend strategic analysis with hands-on operational ownership - driving pricing decisions that accelerate growth, protect margins, and enable scalable multi-product adoption. The ideal candidate is analytically rigorous, commercially minded, and comfortable operating both at the strategic and tactical levels. This role will work cross-functionally with Revenue Operations, FP&A, Product, Customer Insights, and Sales leadership to ensure pricing is both data-driven and operationally executable. The role will report directly to the Director, Strategic Insights.

Requirements

12+ years of experience in pricing, monetization, revenue strategy, or related analytical roles (preferably in SaaS or technology environments).
Strong analytical and financial modeling skills; comfort working with large datasets and translating insights into decisions.
Proven data visualization, manipulation and interpretation skills and experience, with tools such as Excel, Google Suite, Tableau, Salesforce
Experience supporting deal desk or pricing governance processes.
Ability to balance strategic thinking with hands-on execution and operational ownership.
Strong cross-functional communication skills; able to influence Sales, Finance, and Product stakeholders.
Experience with hybrid pricing models (seat-based, usage-based, tiered/slab pricing) preferred.
Accountability: holds self and others accountable to meet commitments
Business Acumen: has an ability to see the big picture and understands the business implications of opportunities and decisions
Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding

Responsibilities

Lead pricing models and analysis to drive revenue growth, margin protection, and multi-product adoption.
Develop pricing hypotheses and evaluate opportunities across tiers, bundles, value metrics, and packaging design.
Identify and quantify opportunities such as discount leakage, bundle attach rate optimization, AI monetization, expansion unlocks, and cross-sell incentives.
Build business cases for pricing changes and present recommendations to executive stakeholders.
Own deal desk pricing reviews, including custom SKU approvals and non-standard discount requests.
Establish and maintain discount guardrails, floor pricing frameworks, and approval workflows.
Partner with Sales and Rev Ops to ensure consistent pricing discipline across regions and segments.
Manage ongoing SKU rationalization, packaging alignment, and pricing configuration updates.
Support new product and feature launches with pricing design, monetization analysis, and go-to-market readiness.
Conduct ad hoc pricing analyses to support business needs and executive decisions.
Ensure pricing documentation, sales enablement materials, and internal playbooks are up to date.
Partner closely with Revenue Operations on pricing systems, quoting structures, and reporting.
Work with FP&A to align pricing with cost-to-serve guardrails and margin objectives.
Collaborate with Product and GTM teams on packaging strategy and value communication.
Support Customer Insights initiatives including pricing surveys, WTP studies, and customer interviews.
Monitor market pricing trends and competitive positioning across Social Media Management and Listening platforms.
Maintain visibility into pricing shifts, value metric evolution, and packaging strategies across the market.
Provide periodic competitive pricing analysis to inform strategic decisions.
Perform other related duties as assigned