Commercial Account Executive
Superhuman
Vice President, Pricing and Packaging Strategy
Sprout Social, Inc.
full-time
Posted on:
Origin: • 🇺🇸 United States
Visit company websiteSalary
💰 $213,600 - $352,440 per year
Job Level
Lead
About the role
- Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback.
- Lead a small team of pricing and packaging strategists.
- Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data.
- Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making.
- Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results.
- Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs.
- Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out.
- Report to the Chief Product Officer and operate as an integral member of Sprout’s Product team, accountable for driving business upside through pricing and packaging.
Requirements
- 12+ years of experience working in SaaS businesses.
- 5+ years of experience leading pricing and packaging work for a B2B SaaS organization, including 3+ years managing teams.
- Familiarity with user-based or seat-based pricing as well as alternative pricing models like consumption, interaction or resolution based pricing (designed to counter the impact of AI and other market forces), self-serve and sales-led go-to-market motions, and Mid Market / Enterprise customer buying behavior
- Deep experience with SaaS pricing models, tools, and processes. You will have had direct experience running pricing analysis, including Van Westendorp analysis, Gabor Granger and Max Diff.
- Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams.
- Preferred: Experience working with pricing platforms such as Qualtrics, Conjointly.
- Preferred: Undergraduate degree in a STEM discipline; advanced STEM degree is a plus
