Principal Pricing & Packaging — SaaS Security

Abnormal AI; United States; Remote; 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 into new products with scalable pricing. You will continuously reassess pricing and packaging across the portfolio and translate recommendations into decisions with leadership.

You'll lead cross-functional work with Sales Operations, Billing, and CPQ to implement rate cards and contract templates, and train the sales team on value-based pricing and

Qualifications

• 10+ years in pricing strategy, packaging, or monetization in B2B SaaS or cybersecurity.
• Proven end-to-end pricing experience from recommendation to implementation.
• Experience with usage-based, consumption-based, or credit-based models.
• Ability to influence senior stakeholders without direct authority.
• Experience with Sales Operations, Billing, and CPQ collaboration.

Responsibilities

• Recommend packaging, pricing, and metering for email security bundles.
• Decide pricing models for new product lines (count vs usage).
• Reassess pricing across portfolio as market shifts.
• Build pricing decision cadence with senior leadership.
• Work with Sales Ops, Billing, CPQ to implement changes.
• Train sales team on pricing strategy and guardrails.
• Analyze pricing performance and benchmark against competitors.
• Model pricing scenarios with AI tools.

Skills

Pricing strategy

Monetization

B2B SaaS

Cybersecurity

Cross-functional influence

Pricing end-to-end

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 into new products with scalable pricing. You will continuously reassess pricing and packaging across the portfolio and translate recommendations into decisions with leadership.

You'll lead cross-functional work with Sales Operations, Billing, and CPQ to implement rate cards and contract templates, and train the sales team on value-based pricing and