Head of Pricing and Packaging

Sprout Social; United States; Remote; USD 190,000 - 235,000; Full time

Job summary

An established industry player is seeking a Head of Pricing and Packaging to spearhead strategic pricing initiatives for their global product portfolio. This pivotal role involves leading a dedicated team, utilizing data-driven insights to refine pricing strategies, and collaborating across departments to enhance revenue growth. The ideal candidate will bring extensive SaaS experience, a strong understanding of pricing models, and the ability to influence stakeholders at all levels. Join a dynamic marketing team where your contributions will directly impact the company's success and growth trajectory. If you are a strategic thinker with a passion for pricing, this is your opportunity to make a significant impact.

Benefits

Flexible paid time off

Parental leave program

Wellness initiatives

Ongoing education opportunities

Corporate social responsibility program

State-of-the-art office facilities

Qualifications

• 12+ years of SaaS experience, with 5+ years in pricing and packaging.
• Ability to lead teams and drive strategic pricing decisions.

Responsibilities

• Define and manage global pricing and packaging strategy.
• Lead a team and collaborate cross-functionally to drive pricing initiatives.

Skills

SaaS experience

Pricing strategy

Data analysis

Team leadership

Cross-functional collaboration

Communication skills

Education

Undergraduate degree in STEM

Advanced STEM degree

Tools

Qualtrics

Conjointly

Job description

We know experience is built in a number of ways. Even if your background doesn’t match the exact requirements, we encourage you to apply and share any relevant skills in a cover letter. Sprout welcomes all candidates to apply, including those who identify as BIPOC, women and underrepresented genders in tech, LGBTQIA+, parents, veterans, persons with disabilities and people of all faiths.

Head of Pricing and Packaging

Description

Sprout Social is hiring a Head of Pricing and Packaging to join the Marketing team. This role will report to the Vice President, Revenue Marketing.

Why join Sprout’s Marketing team?

As a member of Sprout’s Marketing department, you’re an integral part of empowering and inspiring our customers and driving the growth of our business. Together, we make up our revenue organization where we lead our go-to-market strategy and establish our goals as one unified team. We put our customers at the center, we’re driven by results and passionate about our impact on the overall strength and health of Sprout. Here, we just really want you to do your best work, be creative, take risks and make mistakes.

What you’ll do

• Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback.
• Lead a small team of pricing strategists.
• Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data.
• Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making.
• Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results.
• Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs.
• Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out.

What you’ll bring

Sprout Social is seeking a Head of Pricing and Packaging to own the development of pricing and packaging strategies for our global product portfolio. In this role, you will be the key driver of strategic pricing decisions for the organization, fully owning our pricing and packaging strategy, with a material impact on Sprout’s monetization and revenue. We are looking for an authentic, strategic leader who can confidently bring together cross-functional teams, provide a data-driven point of view and cultivate a high-performing strategy and team.

The minimum qualifications for this role include:

• 12+ years of experience working in SaaS businesses.
• 5+ years of experience leading pricing and packaging work for a B2B SaaS organization, including 3+ years managing teams.
• Familiarity with user-based pricing and alternate pricing models, self-serve and sales-led go-to-market motions and Mid Market / Enterprise customer buying behavior.
• Deep experience with SaaS pricing models, tools, and processes. You will have had direct experience running pricing analysis, including Van Westendorp analysis, Gabor Granger and Max Diff.
• Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams.

Preferred qualifications for this role include:

• Experience working with pricing platforms such as Qualtrics, Conjointly, etc.
• Undergraduate degree in a STEM discipline; advanced STEM degree is a plus.

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Learn about Sprout’s product, customers, pricing and packaging structure, and go-to-market motions.
• Partner with Revenue Marketing leadership to set initial priorities and align on expectations for your role.
• Understand past and present pricing initiatives and their impact.
• Meet with other key partners across the business, in sales, marketing, product, customer success and finance to learn about the scope of their work and areas of opportunity.

Within 3 months, you’ll start hitting your stride by:

• Begin developing a strategy for pricing and packaging at Sprout Social, and begin implementing quick wins.
• Identifying where gaps in data and analysis exist and begin getting that information, including price sensitivity analysis and packaging research.
• Leading the pricing and packaging council, where you will drive executive alignment, decision making, and organizational prioritization of key pricing and packaging decisions.

Within 6 months, you’ll be making a clear impact through:

• Implementing meaningful changes to our pricing and packaging that begin to drive significant global revenue.
• Measuring, reporting, understanding, and acting on the impacts of these changes.

Within 12 months, you’ll make this role your own by:

• Tested, failed, learned, and applied new strategies and tactics to our pricing and packaging.
• Continuing to evolve our pricing strategy and sophistication.
• Consistently measuring, analyzing, and communicating pricing impact and performance.
• Surprise us! Use your unique ideas and abilities to change Sprout in beneficial ways that we haven’t even considered yet.

Of course, what is outlined above is the ideal timeline, but things may shift based on business needs. Other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families.
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program.
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best.
• Wellness initiatives to ensure both health and mental well-being of our team.
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members.
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting.

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States.

The base pay range for this role is $190,000.00-$235,000.00 USD annually. Individual base pay is based on various factors, including relevant experience and skills, the responsibility of the role, and job duties/requirements.

Sprout’s compensation ranges are intentionally broad to allow for our team members' growth within their role. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent and competitive ranges.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity - race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law.