SaaS Pricing Specialist

Sonar; Austin (TX); On-site; USD 80,000 - 100,000; Full time

Benefits offered by this job

Flexible comprehensive employee benefit package

23 days of PTO annually

401(k) plan with 4% match

Fully paid parking

Global workforce

Annual team-building events

Monthly catered events

Job summary

A prominent technology company is seeking a Pricing Specialist to lead the development and execution of monetization strategies. This role demands expertise in pricing and revenue operations within a high-growth SaaS environment. The ideal candidate should possess advanced skills in Excel and SQL, coupled with a strong understanding of behavioral economics. This position offers an opportunity to significantly influence revenue growth and market positioning while being part of an inclusive and diverse work culture.

Qualifications

• 3–5 years experience in pricing or revenue operations in a high-growth SaaS environment.
• Advanced knowledge of Excel and SQL is crucial.
• Understanding of ASC 606 and GAAP is beneficial.

Responsibilities

• Design and optimize monetization strategies for various channels.
• Conduct market research to assess customer willingness to pay.
• Establish pricing approval workflows for sales teams.

Skills

Advanced Excel

SQL

Behavioral economics

BI tools (Tableau/Looker)

AI tools

Job description

About Sonar

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T‑Mobile.

Why You Should Apply

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

The Impact You Will Have

The pricing specialist will be responsible for the design, execution, and optimization of a cohesive monetization strategy that accelerates revenue growth, improves unit economics, and enhances customer value across B2B, B2C, Partners, and Product‑Led Growth (PLG) channels.

What You Will Do Daily

• Strategic Monetization & Packaging
  • Develop pricing frameworks that support Enterprise B2B (value‑based), B2C (elasticity‑based), Partnership, and PLG (usage‑based or tiered) motions.
  • Define feature gate‑keeping and bundle structures to drive upsell and expansion paths. Work with PMs early to reinforce product delivery and packaging under the north star of "what problems are customers willing to pay us to solve for them".
  • Design frictionless self‑serve pricing and conversion triggers that turn free users into paying customers, including traditional B2C SaaS and Community Build of an on‑premise product.
• Market & Competitive Intelligence
  • Conduct quantitative and qualitative research to understand customer willingness to pay.
  • Maintain a real‑time pulse on competitor pricing, discounting trends, and packaging shifts to ensure market leadership.
• Sales Enablement & B2B Deal Desk
  • Establish guardrails and approval workflows for the Sales team to protect margins while maintaining deal velocity.
  • Partner with Marketing to create clear, transparent pricing pages and sales calculators that communicate ROI.
• Data Analytics & Experimentation
  • Lead A/B tests on price points, trial lengths, and promotional offers for B2C and self‑serve segments.
  • Monitor key metrics including Net Revenue Retention (NRR), LTV/CAC ratios, and price realization rates.
• Continuous Collaboration and Change Management
  • Formalize structure and communications around pricing change rollout (internal, partners, working with Sales enablement on end‑customer communications).
  • Align and collaborate with Finance and account teams for our consumption‑based products.

The Experience You Will Need

• 3–5 years of experience in pricing, revenue operations, deal desk operations, or management consulting, preferably within a high‑growth SaaS environment.
• Advanced Excel/Google Sheets and SQL knowledge are non‑negotiable. Experience with BI tools (Tableau/Looker) is a plus.
• A deep understanding of behavioral economics (anchoring, framing, and loss aversion). Experience with optimizing global market penetration.
• Demonstrated curiosity and practical experience using AI tools in pricing or workflow optimization.
• ASC 606 and GAAP knowledge are also of value.
• Growth mindset: comfortable with ambiguity and can pivot between "big picture" strategy and the finer‑grained details of a billing system implementation.
• Passionate about leveling up pricing/packaging literacy as a core Product Management skill within our organization.
• Can communicate and collaborate effectively with a range of skill maturity in a Product organization.

Benefits of Working with Sonar

• Flexible comprehensive employee benefit package.
• 23 days of PTO per calendar year, with additional time for sickness, life events and holidays.
• 401(k) plan with 4% match, fully vested on day one of participation.
• Fully paid parking in downtown Austin, Texas.
• Global workforce with employees in 20+ countries representing 35+ unique nationalities.
• Annual kick‑off somewhere in the world where we meet to build relationships and goals for the company.
• Monthly catered events and team events.

We Value Diversity, Equity, and Inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.

We do not currently support visa candidates in the US.

Applications that are submitted through agencies or third‑party recruiters will not be considered.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.