Director, Pricing & Packaging

The Basics:

We're seeking a motivated individual to lead Packaging & Pricing in the Finance & Operations function at Tanium. You are a strategic problem solver, thrive at building monetization strategies for SaaS IT Operations, Security and Risk products, and enjoy a fast-paced & high-growth environment. Your role will be pivotal in driving the pricing and packaging strategy and delivering long-term growth for our products.  

This position follows the Company’s hybrid schedule which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.

What you’ll do:

• Partner with product leadership to develop and define our strategy for our products and customer segments  
• Drive  pricing and packaging programs/SPIFFs to accelerate revenue growth, optimize market positioning, and mitigate business risks across product lines. 
• Own end-to-end delivery of programs—from concept through testing to launch—while effectively collaborating with cross-functional stakeholders and fostering organizational consensus. 
• Lead advanced qualitative and quantitative research to validate strategic hypotheses, assess customer willingness to pay, and refine product positioning for maximum impact. 
• Analyze buyer motivations and market dynamics to inform iterative pricing strategies that strengthen Tanium’s competitive advantage. 
• Deep understanding of deal strategy and execution 
• Establish and champion pricing frameworks and governance models to ensure consistency, areas for optimization and scalability across the entire product portfolio. 
• Collaborate with Finance, Legal, and executive stakeholders to implement pricing and packaging strategies aligned with best practices and corporate objectives. 

We’re looking for someone with:

• Proven expertise in SaaS pricing strategy within IT Operations, Security, and Risk/Compliance domains is essential. 
• Minimum 7+ years experience, including leadership in pricing and monetization strategy. 
• Strong finance and data analytics foundation; MBA preferred. 
• Demonstrated success in developing and executing monetization strategies for Enterprise SaaS or Infrastructure companies. 
• Advanced analytical skills; proficiency in Excel, Domo, Big Query, and other business intelligence tools. 
• Customer-centric mindset, with the ability to translate insights into strategic solutions that drive business outcomes. 
• Exceptional communication, storytelling, and influence skills to align diverse stakeholders and guide decision-making at scale. 
• Strong communication and presentation skills to influence senior executives and cross-functional teams 
• Highly self-directed and motivated to deliver measurable impact on organizational growth. 
• Strong business planning acumen and a data-driven approach to strategic decision-making. 
• Ability to navigate ambiguity, prioritize effectively, and remove barriers to accelerate execution. 

About Tanium 

On a mission. Together. 

At Tanium, we are stewards of a culture that emphasizes the importance of collaboration, respect, and diversity. In our pursuit of revolutionizing the w