VP, Pricing & Packaging

Darktrace Holdings; Cambridge; Hybride; GBP 120 000 - 180 000; Plein temps

Résumé du poste

Darktrace Holdings is seeking a strategic VP of Pricing & Packaging to own end-to-end monetization for its B2B SaaS portfolio. You will architect packaging, pricing, and value capture, influencing revenue growth, margins and customer lifetime value.

The role operates through partnerships with FP&A, IT, and Product Marketing, leading a Pricing Steering Group to align decisions across the business and stay ahead of market pricing moves.

Qualifications

• Strategic and analytically rigorous VP of Pricing & Packaging to own the end-to-end monetization strategy.
• Experience designing pricing models (tiered, consumption, hybrid) for B2B SaaS.
• Proven ability to lead pricing governance and drive value across orgs.

Responsabilités

• Define and own the company's pricing philosophy, strategy, and roadmap across products.
• Design and evolve pricing models aligned to value delivered and willingness to pay.
• Establish discounting guardrails and governance for deals and margin protection.
• Lead cross-functional Pricing Steering Group with Product, Sales, Finance, and Marketing.
• Drive monetization for new product launches and market entries.

Connaissances

Pricing strategy

Monetization

Cross-functional leadership

Pricing governance

Stakeholder management

Description du poste

Darktrace Overview

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead.

At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast

Job D escription :

Department: Product

Reports to: Chief Product Officer (CPO)

Location: Cambridge, London or East Coast US (minimum 2 days per week in office)

Type: Full-time

Key partnerships: Product and Engineering - Business partner in Financial Planning & Analytics (FP&A) - Business partner in IT - Business partner in Product Marketing

About the Role

We are seeking a strategic and analytically rigorous VP of Pricing & Packaging to own the end-to-end monetization strategy for our B2B SaaS business. Reporting to the Chief Product Officer, this leader will architect how we package, price, and capture value across our product portfolio - directly influencing revenue growth, gross margin, competitive positioning, and customer lifetime value.

This is a highly cross-functional leadership role. Rather than owning a large direct team, the VP operates through a partnership model - working closely with a dedicated business partner in Financial Planning & Analytics, a dedicated business partner in IT, and a dedicated business partner in Product Marketing to turn monetization strategy into operational reality. The role also leads a cross-functional Pricing Steering Group that drives alignment and decision‑making across the business, and maintains a sharp, continuous view of competitor pricing and packaging moves to keep the company ahead of the market.

Key Responsibilities

Pricing Strategy & Monetization

• Define and own the company's overarching pricing philosophy, strategy, and roadmap across all products and segments.
• Design and evolve pricing models (tiered, consumption, outcome-based, hybrid) aligned to value delivered and customer willingness to pay.
• Establish pricing governance, approval frameworks, and discounting guardrails to appropriately protect margin and deal integrity.
• Partner with the Chief Accounting Officer/Deal Desk function to ensure discounting guardrails are enforced consistently at the point of deal execution.

Direct & Channel-Partner Pricing

• Understand and account for the similarities and differences between direct and channel-partner pricing and operations, designing strategies that work across both routes to market.
• Ensure pricing, packaging, and discounting structures are coherent and appropriately margin-protective across direct sales and channel/partner motions.
• Implement models for Hyperscalers and Marketplaces to promote and optimize online through sales operational models

Packaging & Product Monetization

• Architect product packaging, bundling, and tiering strategies that maximize adoption, expansion, and net revenue retention.
• Partner closely with the CPO and Product organization to align feature-to-tier mapping, entitlements, and add-on/upsell structures with the monetization strategy.
• Lead the monetization strategy for new product launches, features, and market entries sequenced once core pricing/packaging governance and margin-tracking discipline …
• —————————— sample 100-h operation… -
• The &

Pricing Steering Group Leadership

• Establish, chair, and run a cross-functional Pricing Steering Group spanning Product, Sales, Finance, Marketing, and Customer Success.
• Set the steering group's charter, cadence, and decision rights; bring pricing and packaging proposals forward with a clear evidence base for endorsement.
• Drive alignment, resolve trade-offs, and secure buy-in for pricing and packaging changes across the leadership team.
• Maintain a transparent decision log and ensure decisions are operationalized and tracked to impact.

Working Through Key Business Partners & GTM Leadership