Pricing & Packaging Strategy Lead
Mixpanel
full-time
Posted on:
Location Type: Hybrid
Location: San Francisco • United States
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Salary
💰 $174,600 - $213,400 per year
Job Level
About the role
- 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.
- 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.
- 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.
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.
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
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
financial modelingpricing strategycustomer segmentation analysiswillingness-to-pay researchdata analysischange managementpackaging structurepricing experimentscompetitive pricing analysisSaaS business model fundamentals
Soft Skills
cross-functional collaborationcommunicationleadershipstrategic thinkinganalytical thinkingproblem-solvingadaptabilitystakeholder managementdecision-makingcustomer focus