Head of Pricing

The Company:

It’s no surprise that 6sense is named a top workplace year after year — we have industry-leading technology developed and taken to market by a world-class team. Our CEO Jason Zintak was recognized as the #1 CEO in the small & medium business category by Glassdoor’s 2021 Top CEO Employees Choice Awards.

6sense has also won several accolades that demonstrate its reputation as an employer of choice including the Glassdoor Best Place to Work (2022), TrustRadius Tech Cares (2021) and Inc. Best Workplaces (2022, 2021, 2020, 2019).

6sense reinvents the way organizations create, manage, and convert pipeline to revenue. The 6sense Revenue AI captures anonymous buying signals, predicts the right accounts to target at the ideal time, and recommends the channels and messages to boost revenue performance. Removing guesswork, friction and wasted sales effort, 6sense empowers sales, marketing, and customer success teams to significantly improve pipeline quality, accelerate sales velocity, increase conversion rates, and grow revenue predictably.

Title: Director, Pricing & Packaging

United States, Remote 

The Role: We are looking for a highly motivated and experienced pricing and packaging expert to join our team. As the Head of Pricing, you will play a lead role in developing and executing pricing strategies for new and existing products and services, designing and implementing new packaging options, and evaluating pricing performance over time to optimize monetization. You will work closely with cross-functional teams such as sales, marketing, product, finance, and executive leadership to drive revenue growth and market share across our various offerings for different market segments we pursue.

As a multi-product company that offers a variety of solutions for various members of GTM teams from small business to enterprise companies, this role is guaranteed to be a creative role with need to understand multiple product areas, incentives, competitive sets, and market dynamics, beyond the core capabilities of running pricing analyses. This position will report to the SVP of Product.

Responsibilities: 

Core Focus

• Develop and implement pricing strategies for existing products that maximize revenue and profitability across multiple product lines and market segments.
• Collaborate with product leaders across various product lines to explore innovative and practical pricing and packaging recommendations for new products, enhancements, and roadmap candidates where necessary.
• Design, recommend, and achieve alignment across cross-functional teams to implement new packaging options for our products and services that resonate with target audiences and meet market demands.
• Partner with sales and product marketing teams to develop pricing and packaging messaging and collateral that effectively communicates value propositions to prospects and customers.
• Conduct market and deal research to identify trends, opportunities, and threats in pricing and packaging, and provide actionable insights to leadership teams.
• Work with finance teams to develop financial models that evaluate product margins and the impact of pricing changes and provide recommendations to executive leadership.

• Anticipate and remove obstacles that slow down or prevent us from implementing our pricing and packaging goals.

Stakeholders 

• Regularly interact with senior management on matters concerning pricing and packaging challenges and metrics.
• Liaise with other team members and peers from development, product management, analytics,  customer success, marketing, sales, finance, accounting, and other stake holders to ensure needs are captured into requirements and to drive consensus with pricing and packaging recommendations. 
• Strong communication skills with experience in driving a clear narrative on pricing analyses and recommendations, conflict resolution, and consensus-building. 

Strategy 

• Ability to switch the level of abstraction from the “big picture” strategy to micro-level details depending on the audience and context. 
• Support and engage with customers, partners, industry analysts, and executives to build and share our point-of-view and drive strategic pricing initiatives. 

• Monitor and analyze market and competitor pricing strategies, and adjust pricing and packaging as necessary to maintain a competitive position in the market.
• Explore special incentive programs and limited time offers with our GTM leadership to help drive product revenue, adoption, and GTM success.

Qualifications