Senior Pricing Strategy Manager San Francisco

Asana; Vancouver; Hybrid; CAD 140,000 - 187,000; Full time

Benefits offered by this job

Mental health benefits

Career coaching

Inclusive family benefits

Long-term savings

In-office dining options

Job summary

Asana is seeking a Senior Pricing Strategy & Operations Manager to lead its product monetization strategy across the organization. The role focuses on packaging, pricing models, and discount strategies, with heavy collaboration across Product, Sales, Marketing, Finance, and Operations to drive sustainable revenue growth.

The position is based in Vancouver with an office-centric hybrid schedule; in-office days are Mon/Tue/Thu, with some WFH on Wed and possibly Fri depending on work streams.

Qualifications

• 6+ years in strategy consulting and/or B2B software.
• 4+ years in pricing at enterprise SaaS.
• Strong analytical and modeling skills.
• Experience with pricing research techniques.
• Executive stakeholder management.
• Knowledge of AI pricing trends.

Responsibilities

• Own monetization strategy, packaging, pricing models and discount strategy.
• Partner with Product, Sales/CS, Finance, and Operations to define and launch monetization strategies.
• Define near-term and long-term monetization plans and drive executive decisions.
• Lead analyses to inform pricing decisions across the org.
• Present recommendations to senior leadership and the Board.
• Drive end-to-end execution of monetization initiatives.
• Develop pricing KPIs and reporting frameworks.

Skills

Pricing strategy

Cross-functional

Financial modeling

Executive communication

SaaS pricing

Product-led pricing

Data insights

AI pricing

Tools

Qualtrics

Conjoint analysis

Van Westendorp

Job description

The Monetization Strategy team drives Asana’s pricing/packaging strategy and execution, helping our customers get more value out of our offerings and capturing a fair share of that value. We work cross functionally to deliver impactful offerings for team productivity and collaboration. We’re helping to define the Work Management category and inventing new ways for teams to work more efficiently together and see the larger purpose behind their work. Our team works directly with Product/Engineering, Sales/Support, Customer Research, Marketing, Data Science, Finance and Operations to deliver valuable offerings to our customers. You’ll take part in every type of product work here – from strategy to product to process improvements – conceptualizing, launching, and iterating on Asana itself for millions of teams around the world.

As Senior Pricing Strategy & Operations Manager, you will serve as a leader shaping Asana's product monetization strategy across the organization. This is an individual contributor-style role with no direct reports, reporting to the Head of Pricing & Packaging. You will partner closely with executive stakeholders across Product, Sales/GTM, Marketing, Finance, and Operations to define, launch, and optimize our end-to-end monetization strategy—driving sustainable revenue growth, unlocking new business opportunities, and delivering an exceptional customer experience at scale.

This role is based in our Vancouver office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve

• Own and drive the monetization strategy, including packaging, pricing models, price levels, and discount strategy. Ensure alignment with Asana's broader business objectives and long-term company strategy. Initial focus will be on helping create the infrastructure to support consumption based billing (including system implementation) and driving change management for this initiative.
• Serve as a strategic thought leader on monetization, maintaining a deep understanding of operating metrics, customer data, competitive dynamics, and market trends to proactively identify and prioritize high-impact monetization opportunities.
• Define and champion both near-term (1-2 quarters) and long-term (3-5 year) monetization strategies, driving executive-level decision-making and organizational alignment across the company.
• Lead the design and execution of comprehensive customer, product, competitor, and financial analyses to inform strategic recommendations and shape enterprise-wide pricing decisions.
• Partner at the executive level across Product, Sales/CS, Finance, and Operations to develop pricing and packaging strategies, and present recommendations with confidence to the senior leadership team, C-suite, and Board of Directors.
• Drive the end-to-end operational execution of monetization strategies, orchestrating cross-functional workstreams with IT/Operations, Finance, Sales Enablement, and Deal Desk to ensure seamless implementation.
• Establish and own pricing KPIs and reporting frameworks. Monitor, evaluate, and communicate the effectiveness of pricing and packaging initiatives, providing strategic insights and recommendations to senior leadership on the overall health of the business.
• Act as a trusted advisor to the Head of Pricing & Packaging, executives, and other senior leaders, influencing company-wide strategic direction on pricing, packaging, and go-to-market monetization.

About you

• 6+ years of experience in strategy consulting and/or B2B software, which ideally includes 4+ years in pricing at enterprise-level SaaS companies
• Proven track record of developing and executing enterprise-wide pricing strategies that have driven significant, measurable revenue impact across multiple business lines
• Exceptional analytical skills, including advanced customer/competitor research and financial modeling, with a demonstrated ability to translate complex data into actionable executive-level insights
• Expertise in SaaS pricing, self-serve (product-led) and sales-led go-to-market strategies, and customer buying behaviors across SMB, mid-market, and enterprise segments
• Demonstrated ability to build and sustain executive-level relationships and lead cross-functional initiatives at scale, influencing senior stakeholders without direct authority
• Expert-level knowledge of pricing and packaging research techniques (e.g., Conjoint, Van Westendorp) and proficiency in leveraging survey tools such as Qualtrics to drive strategic decisions
• Strong command of pricing trends in the marketplace, including AI pricing, with the ability to anticipate market shifts and position Asana's monetization strategy ahead of the competition
• Exceptional executive communication and presentation skills, with experience presenting to C-suite and Board-level audiences
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making

At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

What we’ll offer

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.

For this role, the estimated base salary range is between $140,000 - $187,000 CAD. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits
• Career coaching & support
• Inclusive family building benefits
• Long-term savings or retirement plans
• In-office culinary options to cater to your dietary preferences

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your recruiter to learn more about the total compensation and benefits for this role.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

#LI-Hybrid

About us

Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong.

We believe in supporting people to do their best work and thrive. Our goal is to ensure that Asana upholds an environment where all people feel that they are respected and valued, whether they are applying for an open position or working at the company. We provide equal employment opportunities to all applicants without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by law.