Head Of Pricing

Buscojobs; California (MO); Remote; USD 206,000 - 275,000; Full time

Job summary

A leading technology firm in California is seeking a Head of Pricing Strategy to lead monetization efforts across its product lines. The ideal candidate will possess a deep understanding of B2B SaaS models and demonstrate strong analytical capabilities. This role includes responsibilities such as developing pricing strategies, conducting market analysis, and collaborating with cross-functional teams. The salary range is $206,000 to $275,000, depending on experience and location.

Benefits

Equity for all full-time roles

Exceptional benefits

Commission plans for applicable roles

Qualifications

• Deep understanding of monetization strategy.
• Robust analytical skill set with experience in actionable insights.
• Experience in venture, consulting, or academic research is preferred.

Responsibilities

• Develop and refine pricing and packaging strategy.
• Conduct pricing experiments and analyze customer behavior.
• Build and maintain pricing models and tools.

Skills

B2B SaaS monetization models

Willingness to Pay framework

Analytical skills

Project management

Tools

Salesforce

Tableau

Power BI

SQL

Job description

The Company You’ll Join

Carta connects founders, investors, and limited partners through world-class software, purpose-built for everyone in venture capital, private equity and private credit. Trusted by 65,000+ companies in 160+ countries, Carta’s platform of software and services lays the groundwork so you can build, invest, and scale with confidence.

Carta’s Fund Administration platform supports 9,000+ funds and SPVs, representing nearly $185B in assets under management, with tools designed to enhance the strategic impact of fund CFOs. Recognized by Fortune, Forbes, Fast Company, Inc. and Great Places to Work, Carta is shaping the future of private market infrastructure.

Together, Carta is creating the end-to-end ERP platform for private markets. Traditional ERP solutions don’t work for Private Funds. Private capital markets need a comprehensive software solution to replace outdated spreadsheets and fragmented service providers. Carta’s software for the Office of the Fund CFO does just that - it’s a new category of software to make private markets look more like public markets - a connected ERP for private capital.

For more information about our offices and culture, check out our Carta careers page.

The Team You'll Work With

You’ll be joining our GTM Strategy team as a Head of Pricing Strategy, supporting all 3 business units: Corporations, Venture Capital and Private Equity.

This team is part of the broader Strategy & Business Operations team, partnering closely with business leaders across sales, marketing, product, and operations to drive revenue, efficiency, and customer experience.

The Problems You'll Solve

At Carta, our employees set out on a mission to unlock the power of equity ownership for more people in more places. We believe that the problems we solve today unlock the opportunities of tomorrow.

We are launching new products and monetization strategies at a pace we have never had before. We need a creative, data-driven monetization expert to come lead our pricing, packaging, and monetization strategies across the business. You will work cross-functionally with our product and business teams to help drive growth and customer value.

As a Head of Pricing Strategy, some of the immediate problems you will solve include:

• Develop and refine our pricing and packaging strategy across our product tiers and business units based on customer segmentation, market dynamics, and competitive research
• Conduct pricing experiments (e.g., A/B testing, value-based pricing tests) to determine optimal packaging, discounting, and feature gating strategies
• Partner closely with Product and GTM teams to align pricing with customer value delivery and feature differentiation
• Build and maintain pricing models and tools to forecast revenue impact and guide executive decision-making
• Analyze customer behavior, retention, and willingness to pay using surveys, interviews, usage data, and win/loss analysis
• Lead annual price reviews and support new product launches with pricing and packaging recommendations
• Establish pricing guardrails, approvals for custom pricing, and discount policies for deals
• Create sales tools (e.g., calculators) and training material (with enablement)
• Stay current with industry trends, competitive benchmarks, and SaaS pricing best practices

About You

You are deeply passionate about monetization strategy and you have an unquenchable curiosity. You can parse the insights from dense information and have the ability to translate raw data into actionable strategies. You love thinking about product and have:

• Deep understanding of B2B SaaS monetization models including per-seat, usage-based, freemium, and hybrid structures
• Familiarity with frameworks such as Willingness to Pay and Conjoint Analysis
• Experience conducting pricing sensitivity analyses, packaging design, or GTM readiness
• A strategic mind that can understand a complex business and develop innovative and creative solutions.
• Robust analytical skill set with demonstrated experience driving robust actionable insights across a modern data stack (e.g., Salesforce, Tableau, Power BI, SQL)
• An owner mentality: You take pride in your work and view what you do as a part-owner and builder of Carta.
• Strong execution ability: you can own the lifecycle of a project from start to finish, and are constantly looking for ways for us to improve.
• High intellectual horsepower and EQ.

You likely have experience in venture, consulting, or academic research.

At Carta, you’re not just an employee. You’re a builder who is creating infrastructure that accelerates innovation and empowers more ownership. Cartans are helpful, relentless, unconventional and kind; representing Carta’s Identity Traits. They work collaboratively and cross functionally to challenge the status quo; working towards a common goal of creating more owners in the private markets.

Salary

Carta’s compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions plans. Our minimum cash compensation (salary + commission if applicable) range for this role is $206,000 - $275,000. Final offers may vary from the amount listed based on geography, candidate experience and expertise, and other factors.

Disclosures:

• We are an equal opportunity employer and are committed to providing a positive interview experience for every candidate. If accommodations due to a disability or medical condition are needed, please connect with the talent partner via email.
• Carta uses E-Verify in the United States for employment authorization. See the E-Verify and Department of Justice websites for more details.
• For information on our data privacy policies, see Privacy, CA Candidate Privacy, and Brazil Transparency Report.
• Please note that all official communications from us will come from an @carta.com or @carta-external.com domain. Report any contact from unapproved domains to [e-mail].