Principal, Pricing & Packaging — Cybersecurity SaaS

Menlo Ventures; United States; On-site; USD 172,000 - 248,000; Full time

Job summary

Abnormal AI is seeking a Principal, Pricing & Packaging to own how we price our platform, starting with email security bundles and expanding to upcoming products with diverse pricing models.

You will continuously reassess pricing and packaging across our portfolio, align with senior leadership, and guide implementation with Sales Operations, Billing, and CPQ teams. This senior role shapes pricing strategy in a fast-growing cybersecurity company.

Qualifications

• 10+ years of pricing strategy, packaging, or monetization in B2B SaaS or cybersecurity.
• Proven end-to-end pricing ownership from recommendation to implementation.
• Experience with usage-based, consumption-based, or credit-pool pricing models for AI or security products.
• Experience managing pricing across a multi-product portfolio, not just at a single launch.
• Strong quantitative skills to build pricing models and analyze data.
• Ability to influence senior stakeholders without direct authority over Product, Sales, and Finance.
• Experience partnering with Sales Operations, Billing, and CPQ teams to implement pricing changes.

Responsibilities

• Recommend packaging, pricing, and metering for email security bundles and for new product lines.
• Decide pricing models (count vs usage) and whether to use a credit-consumption model.
• Continuously review pricing across the portfolio and adjust as market dynamics change.
• Establish a pricing decision-making cadence with senior leadership.
• Work with Sales Operations, Billing, and CPQ teams to implement rate cards and CPQ configurations.
• Train the sales team on pricing strategy and negotiation guardrails.
• Analyze pricing performance and benchmark against competitors.

Skills

Pricing strategy

SaaS pricing

Monetization

Data analysis

Stakeholder influence

Cross-functional collaboration

CPQ experience

Education

MBA

Tools

Salesforce CPQ

Job description

Abnormal AI is seeking a Principal, Pricing & Packaging to own how we price our platform, starting with email security bundles and expanding to upcoming products with diverse pricing models.

You will continuously reassess pricing and packaging across our portfolio, align with senior leadership, and guide implementation with Sales Operations, Billing, and CPQ teams. This senior role shapes pricing strategy in a fast-growing cybersecurity company.