Senior Director, Corporate Real Estate
The Cigna Group
Senior Director, Commercial Strategy
Zendesk
full-time
Posted on:
Location Type: Remote
Location: Remote • California, Illinois, Texas, Wisconsin • 🇺🇸 United States
Visit company websiteSalary
💰 $206,000 - $308,000 per year
Job Level
Senior
About the role
- Define multi-year pricing, packaging, and monetization strategies covering our AI, Customer Experience and Employee Service Suite portfolios, and enterprise add-ons (Contact Center, WFM, QA, Data Privacy, and Copilot AI).
- Lead monetization for new capabilities (especially AI), developing attractive pricing, value metrics, usage thresholds, and hybrid usage/commit structures.
- Evolve packaging frameworks (good/better/best, bundle, consumption-tiered) across customer segments, geographies, and partnerships.
- Conduct willingness-to-pay and elasticity research, run pricing pilots, and optimize based on robust data and market insights.
- Chair an executive-level Pricing Committee to ensure cross-functional alignment on pricing decisions; Collaborate closely with product management and marketing to drive monetization agenda
- Lead company-wide transitions to new revenue models, including migration planning for the installed base and corresponding customer/stakeholder communication strategies.
- Partner cross-functionally to drive alignment across CPQ, billing, SKU taxonomy, entitlements, and data/analytics to ensure operational accuracy and financial integrity.
- Develop policies for grandfathering, renewals, and revenue protection during transitions.
- Design and launch competitive programs focused on winning market share from key competitors
- Structure compelling promotions and pricing frameworks with clear financial and strategic benefit to Zendesk, partners, and customers
- Drive initiatives to reduce discounting and strengthen pricing discipline across global sales and partner motions
- Own CLTV, CAC payback, attach/expansion, and monetization analytics frameworks and reporting dashboards.
- Monitor ARR/NRR, attach rates, and deal cycle metrics to drive ongoing performance optimization via pricing
Requirements
- Bachelor's degree in Business, Finance, Economics, or a related quantitative field; MBA preferred.
- 10+ years of experience in pricing strategy, with at least 5 years in a leadership role within a SaaS company.
- Strong analytical and quantitative skills, with proficiency in financial modeling and data analysis tools.
- Deep fluency in pricing research methods (WTP, conjoint, elasticity, AB testing)
- Proven ability to translate complex data into actionable pricing strategies and business insights.
- Excellent communication and presentation skills, with the ability to influence stakeholders at all levels.
- Demonstrated ability to lead and develop a high-performing team.
- Strong project management skills with the ability to manage multiple initiatives simultaneously.
- Proven success leading pricing for multi-product portfolios at scale.
- Experience leading cross-functional executive initiatives and influencing at the C-suite level.
Benefits
- bonus
- benefits 📊 Resume Score Upload your resume to see if it passes auto-rejection tools used by recruiters Check Resume Score
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
pricing strategyfinancial modelingdata analysispricing research methodsWTPconjoint analysiselasticityAB testingmonetization analyticsproject management
Soft skills
analytical skillscommunication skillspresentation skillsinfluencing stakeholdersteam leadershiporganizational skillscross-functional collaborationstrategic thinkingperformance optimizationproblem-solving
Certifications
Bachelor's degree in BusinessBachelor's degree in FinanceBachelor's degree in EconomicsMBA
