Principal, Pricing & Packaging

Abnormal Security Corp.; United States; Remote; USD 170,000 - 260,000; Full time

Job summary

Abnormal AI is hiring a Principal, Pricing Packaging in the United States to own and evolve pricing and packaging across our cybersecurity portfolio. You will decide how we price email security bundles and new products, choosing between consumption, credit-based, or count-based models, and drive alignment with senior leadership and cross-functional teams.

You will lead pricing decisions, ensure market competitiveness, and enable execution with Sales Operations, Billing, and CPQ.

Qualifications

• Must have 10+ years of experience in pricing strategy, packaging, or monetization.

Responsibilities

• Recommend packaging, pricing, and metering for email security bundles.
• Define pricing models for new product lines, including unit-based or usage-based options.
• Continuously reassess pricing and packaging across the portfolio.
• Build and run a pricing decision-making cadence with senior leadership.
• Work with Sales Operations, Billing, and CPQ to implement decisions.
• Train the sales team on pricing strategy and negotiation guardrails.
• Analyze pricing performance and market positioning to improve win rates or revenue.
• Benchmark against competitors and adjacent markets.
• Use AI tools to model pricing scenarios and speed research.

Skills

pricing strategy

packaging

monetization

Job description

About the Role

Abnormal AI is looking for a Principal, Pricing Packaging to own how we price our platform, starting with our email security bundles and extending into a new wave of products we're rolling out that will need their own pricing models, including whether a consumption or credit-based approach makes sense for them. This isn't a one-time project. You'll continuously reassess pricing and packaging across our existing portfolio, not just when something new launches, and bring forward changes as the market and competitive landscape shift. You'll own the pricing and packaging recommendation, work with senior leadership to turn that recommendation into a decision, and then stay involved through implementation with our Sales Operations, Billing, and CPQ teams. It's a cross-functional, high-visibility role for someone who has done this before and wants to shape how a fast-growing cybersecurity company prices its products.

What You Will Do

• Recommend packaging, pricing, and metering for our email security bundles: how many bundles we offer, what's in each one, what each costs (or the a la carte price if it stays unbundled), and what unit that price is tied to.
• Do the same for a new line of products we're rolling out that will need different pricing models. Decide whether pricing should be based on a count (like number of users or units) or on usage (like volume consumed), and if it's a count, define that unit clearly enough that customers can't game it. Bring a real point of view on whether a credit-consumption model makes sense here.
• Beyond those two areas, continuously review and reassess pricing and packaging across our full existing product portfolio, not just at launch, and bring forward changes as the market or competitive landscape shifts.
• Build and run a pricing decision-making cadence with senior leadership: a standing meeting, a clear turnaround time on recommendations, and an escalation path, so pricing decisions get made on a predictable schedule instead of stalling in ad hoc review.
• Once a decision is made, work directly with our Sales Operations, Billing, and CPQ teams to get it implemented, including rate cards, CPQ configuration, and contract templates. Stay hands-on through execution rather than handing it off.
• Train our sales team on pricing strategy, packaging rationale, and negotiation guardrails, so reps can confidently defend value-based pricing in the field.
• Analyze pricing performance, including win/loss trends, discounting patterns, deal size, and competitive positioning, to find where a pricing or packaging change would improve win rates or revenue.
• Benchmark against competitors and adjacent markets to keep our pricing model current and defensible.
• Use AI tools to model pricing scenarios, analyze deal and usage data, and speed up competitive research.

Must Haves

• 10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity. This is a senior hire, not someone's first p