Director, Packaging and Monetization Strategy (Employee Experience)

Quick Facts

• Role: Director of Packaging & Monetization Strategy (Employee Experience Group)

Description

Own how AI products are monetized, packaged, and brought to market for the EmployeeWorks business unit. You’ll build pricing models and offers with Product, Data Science, Marketing, Sales, Finance, and executive leadership to drive acquisition, expand customers, and protect retention. The role connects product strategy to go-to-market and shapes the customer value experience from first deal through renewal.

Responsibilities

• Develop and innovate pricing strategies for every new or repackaged SKU, aligned to BU and company objectives
• Partner with central pricing to keep packaging and pricing consistent with company-wide strategy
• Design bundling and offer strategies and create sales plays to maximize acquisition, retention, and revenue
• Own consumption pricing for Assist, including setting and proposing rate card changes
• Partner with Data Science and Engineering to ensure accurate metering telemetry and consistent billing
• Analyze and optimize token spend as usage scales to protect margins
• Track and interpret consumption trends to inform pricing, packaging, and forecasting decisions
• Align monetization across Sales, Marketing, and post-sales success to drive revenue and retention
• Build and maintain a pricing excellence hub to help sales and renewals price with confidence
• Create “glide paths” across SKU options to drive upsells and renewals
• Manage pricing strategy across direct, partner, and reseller channels for consistent execution and profitability
• Build frameworks to monitor pricing performance and provide recommendations to senior leadership
• Create financial models and run analyses/experiments to test pricing hypotheses
• Lead competitor analysis and market benchmarking to maintain competitive positioning

Requirements

• 7+ years of experience in pricing strategy, product monetization, or financial analysis (ideally SaaS or AI)
• Deep expertise in financial modeling, revenue optimization, and strategic analysis
• Proven track record of pricing decisions with measurable business impact
• Strong leadership presence and experience influencing senior stakeholders
• Cross-functional operating experience and ability to build consensus without direct authority
• Strong judgment in acting independently vs. escalating when needed
• Ability to thrive in a collaborative, fast-paced environment with frequent changes
• Strong written communication and ability to create structure when playbooks are sparse
• Excellent communication skills explaining complex pricing concepts to non-financial audiences
• Fluency in AI and ability to translate engineering/product concepts for non-technical stakeholders

Benefits

• Base pay guideline: $184,100–$322,200 plus equity (when applicable), variable/incentive compensation, and benefits
• Health plans including flexible spending accounts
• 401(k) plan with company match
• ESPP
• Matching donations
• Flexible time away plan and family leave programs
• Compensation varies by geographic location and is subject to change based on work location