Co-create pricing and packaging with executive and product leadership. Own the pricing and packaging agenda. Partner directly with our Co-CEOs, CRO, CFO, and Product leaders on how new products get packaged, metered, and priced: value metrics, tiers, platform fee structure, commit and drawdown mechanics, overage and true-up rules, floors, and how it all lands on an order form. Run the pricing workstream for every material launch so pricing is decided before the product ships. Build the analysis behind each decision (willingness-to-pay, win/loss and discount data, competitive benchmarking, margin and rev-rec implications) and bring a recommendation, not a menu. Own the decision through rollout, then pressure-test it against real deals and revise where it breaks.
Rationalize and own the current pricing frameworks. Inventory everything we sell and how we price it today, across Platform, Customer Studio, AI products, Event Collection and RTA, Match Booster, and adjacent SKUs. Consolidate overlapping or contradictory frameworks into one coherent price book with clear list prices, unit definitions, bundling rules, and discount guidance by segment and deal size. Define what is standard, what is an exception, and what we no longer offer. Set uplift and repricing standards for renewals and expansions, including how legacy contracts migrate onto current packaging. Report discount depth, price realization, and packaging mix to leadership on a regular cadence.
Build the pricing enablement and calculation tooling for the field. Make it easy for 100+ AEs and their managers to quote correctly and defend the price. Own the Pricing Enablement Hub and the reference documentation reps actually use. Build calculators and scoping tools (usage scoping, consumption estimators, bundle and multi-year configurators, approval-threshold lookups) that produce a defensible quote in minutes. Partner with Revenue Enablement to train reps on pricing, packaging, value positioning, and negotiation guardrails.
Partner with Deal Desk and AEMs on large and complex deals. For seven-figure, multi-product, multi-year, or otherwise non-standard opportunities, you’re in the deal early with the AEM, AE, and Deal Desk Lead, shaping the commercial structure: how to package a converged platform deal, how to ramp a consumption commit, where the walk-away is, and what precedent a concession sets. Where a deal exposes a hole in the framework, you close it so the next deal doesn’t need an exception.
Own business requirements for product price books in CPQ. Be the business owner of how our product catalog, price books, pricing rules, bundles, consumption and overage logic, and approval thresholds are represented in CPQ. Write and prioritize requirements, define acceptance criteria, and work with GTM Systems on implementation and testing. Hold the line on data model decisions that determine whether billing, ARR reporting, product-level compensation, and margin analysis are trustworthy downstream. Own price book governance once live.
Advise GTM Compensation on commission by product. Utilize analysis of margins and pricing dynamics to suggest differential commission rates or incentive structures for sellers.