Head of Pricing

Gusto; New York (NY); On-site; USD 200,000 - 250,000; Full time

Job summary

An established industry player is seeking a Head of Pricing and Packaging to define and execute innovative pricing strategies that drive business growth. In this pivotal role, you will lead a cross-functional team, develop pricing models, and optimize packaging offerings to enhance customer value and revenue. This position offers the opportunity to collaborate with various departments, conduct market research, and mentor a team of pricing professionals. If you have a strong background in B2B SaaS and a passion for strategic pricing, this role is a perfect fit for you.

Benefits

Health insurance

401(k)

Expert HR support

Team management tools

Qualifications

• 15+ years of experience in GTM strategy, pricing, and packaging roles.
• Strong understanding of pricing principles and best practices.

Responsibilities

• Shape pricing strategies to align with business objectives and drive revenue growth.
• Lead the development of innovative SaaS pricing models.

Skills

GTM strategy

pricing

packaging

monetization

analytical skills

leadership

problem-solving

Education

Bachelor's degree in Business

MBA or advanced degree

Job description

Denver, CO; San Francisco, CA; New York, NY

About Gusto

Gusto is a modern, online people platform that helps small businesses take care of their teams. On top of full-service payroll, Gusto offers health insurance, 401(k)s, expert HR, and team management tools. Today, Gusto offices in Denver, San Francisco, and New York serve more than 400,000 businesses nationwide.

Our mission is to create a world where work empowers a better life, and it starts right here at Gusto. That’s why we’re committed to building a collaborative and inclusive workplace, both physically and virtually.

Job Summary
As the Head of Pricing and Packaging at Gusto, you will be responsible for defining and executing pricing strategies, packaging solutions, and offer/discounting approaches that drive business growth and maximize customer value and revenue. Reporting directly to the Head of Product Marketing, you will lead a cross-functional team to shape Gusto’s pricing strategy, develop innovative pricing models, optimize packaging offerings, and drive revenue optimization initiatives.

Key Responsibilities:

• Shape Gusto’s pricing & discounting strategies to align with Gusto's business objectives and drive revenue growth across our product portfolio.
• Lead the development of innovative SaaS pricing models, including tiered, a la carte, and value-based pricing structures.
• Define the pricing roadmap and collaborate with Product Management, Sales, Marketing, and Finance teams to implement pricing programs and experiments.
• Lead market research and competitive analysis efforts to understand market trends, customer needs, and pricing benchmarks.
• Monitor pricing performance metrics and key financial indicators to assess the effectiveness of pricing strategies.
• Drive cross-functional alignment and collaboration by serving as a key liaison between Pricing, Product, Sales, and Marketing.
• Lead and mentor a team of pricing professionals, providing guidance, support, and opportunities for growth.
• Work directly with product management and engineering teams to deploy pricing changes.

Experience:

• 15+ years of experience in GTM strategy, pricing, packaging, and/or monetization related roles.
• Preferred experience in B2B SaaS and/or experience working with SMBs.
• Strong understanding of pricing principles and best practices.
• Growth and experimentation mindset.
• Demonstrated leadership experience.
• Excellent analytical skills.
• Strategic thinker with strong problem-solving abilities.
• Collaborative and cross-functional mindset.
• Bachelor's degree in Business, Marketing, Finance, Economics, or a related field; MBA or advanced degree preferred.

Location and Travel
Gusto has physical office spaces in Denver, San Francisco, and New York City. All Gusto roles posted in these metro areas come with the expectation of working from the office on designated days approximately 2-3 days per week. When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required.

Compensation
Our compensation range for this role is $170,000 to $215,000 in Denver and most other remote locations, and $200,000 to $250,000 in San Francisco and New York City. Final offer amounts are determined by multiple factors, including candidate experience and expertise.

Gusto is proud to be an equal opportunity employer. We do not discriminate in hiring or any employment decision based on race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other applicable legally protected characteristic.