Market Product Pricing Lead

Apolis; McLean (VA); On-site; USD 140,000 - 190,000; Full time

Job summary

Apolis is seeking a Market Product Pricing Lead to shape pricing, packaging and monetization for Market Products. You will work with engineering and business teams to turn ideas into scalable, revenue-ready offerings, defining core units, tiers and commercial models.

The role blends strategic thinking with hands-on execution, partnering across legal, finance, contracts, and operations to ensure offerings are costed, contracted and revenue recognized.

Qualifications

• 5+ years of experience in product pricing, monetization, product management, pricing strategy, financial analysis, or business strategy
• Experience developing pricing and packaging strategies for software, cloud services, or technology-enabled offerings
• Experience translating technical capabilities and customer needs into commercial recommendations
• Experience building pricing models and business-case scenarios
• Experience balancing value, costs, competition and margins

Responsibilities

• Define pricing, packaging and monetization strategies for Market Products
• Translate product ideas into commercially viable offers
• Establish pricing units, tiers, bundles, add-ons and service levels
• Develop pricing metrics, dependencies and limitations
• Evaluate pricing models: fixed, recurring, usage-based, capacity-based, outcome-based, or hybrid
• Decide if offerings are standalone products, accelerators, or components of broader solutions
• Assess customer segments and willingness to pay
• Build pricing, cost, financial, scenario and business-case models
• Collaborate with product, engineering, sales, finance, contracts and operations
• Support go-to-market planning and leadership recommendations

Job description

Position Type: Direct Hire / Full-Time
Location: McLean, VA - currently 2 days onsite per week
Target Start Date: ASAP

Overall Profile

• Positionrequire hands-on, cross-functional professionals who can help build scalable pricing practices rather than simply execute an established playbook.
• Ideal candidates are curious, proactive, comfortable with ambiguity, and interested in helping build and evolve the function.

Market Product Pricing Lead

• Focused on the product-pricing side of product management and sales, particularly new and repeatable offerings rather than one-off bids, RFP pricing, or labor-based services.
• Will help define units, tiers, packaging, services vs. support, pricing, costs, renewals, upsell, and cross-sell strategies.
• Works closely with engineering and business teams to turn product ideas into scalable, sellable offerings with the right commercial models.
• Partners with legal, contracts, finance, supply chain, and other stakeholders to ensure pricing can be contracted, costed, and recognized as revenue.
• This role is slightly more strategic but still very hands-on. There may also be flexibility to level it from Lead to Senior for an exceptional candidate.

Target Candidate Background

• Technology experience is strongly preferred, especially software, hardware, cybersecurity, AI, enterprise technology, or a combination of software and hardware.
• Relevant pricing models include SaaS, usage-based pricing, hardware + subscription, and tiered pricing.
• Enterprise, government, and large-business pricing experience is more relevant than consumer or small-business pricing.
• Strong target backgrounds could include defense technology, cybersecurity, venture-backed or PE-backed companies, and environments where candidates have had to build processes without having everything already established.
• They are looking for builders, not candidates whose experience has primarily been maintaining mature pricing systems or handling routine SKU updates.
• Market research is helpful, but it is not the core.

What You’ll Work On

• Define pricing, packaging, and monetization strategies for Market Products.
• Translate technical capabilities and product ideas into clear, commercially viable offers.
• Establish product core units, pricing metrics, included capabilities, dependencies, and limitations.
• Develop product tiers, bundles, add-ons, support levels, and customer expansion paths.
• Evaluate fixed, recurring, usage-based, capacity-based, outcome-based, and hybrid pricing models.
• Determine whether offerings should be standalone products, accelerators, add-ons, services, or components of broader solutions.
• Assess customer segments, use cases, willingness to pay, and differences in value realization.
• Build pricing, cost, financial, scenario, and business-case models.
• Partner with product, engineering, sales, delivery, finance, contracts, and operations teams to validate offer design.
• Support product launches, go-to-market planning, sales enablement, and leadership recommendations.

Qualifications

• 5+ years of experience in product pricing, monetization, product management, pricing strategy, financial analysis, or business strategy
• Experience developing pricing and packaging strategies for software, cloud services, technology-enabled solutions, systems, or complex offerings
• Experience defining product structures, pricing units, tiers, bundles, add-ons, or expansion paths
• Experience translating technical capabilities, customer needs, and delivery considerations into commercial recommendations
• Experience building pricing, cost, financial, scenario, or business-case models
• Experience balancing customer value, cost to provide, competition, operational complexity, procurement requirements, and margin objectives
• Experience working with product, engineering, sales, delivery, finance, contracts, or cross-functional stakeholders
• Ability to communicate recommendations clearly to technical, business, and executive audiences
• Bachelor’s degree

Nice to Have Skills

• Experience with product commercialization, offer architecture, monetization strategy, or go-to-market planning
• Experience with value-based, subscription, usage-based, capacity-based, outcome-based, or hybrid pricing models
• Experience developing product tiers, modular packaging, bundles, support levels, or customer expansion paths
• Experience distinguishing standard product support from professional services, custom work, implementation, or integration
• Experience with customer segmentation, willingness-to-pay analysis, competitive intelligence, or market research
• Experience supporting U.S. government, defense, national security, or regulated-market offerings
• Experience with cybersecurity, artificial intelligence, data, cloud, analytics, or technology products
• Experience with Salesforce, CPQ, ERP, product catalog, billing, usage-tracking, or pricing systems
• Possession of excellent problem-solving, analytical, written, verbal, and executive presentation skills.