Senior Analyst - Pricing & Packaging

Fastly; San Francisco (CA); Hybrid; USD 143,860 - 172,632; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) with company match

Employee Stock Purchase Program

Flexible vacation

Paid holidays

Wellness days

Job summary

Fastly is seeking a Senior Analyst to drive monetization across its product portfolio from San Francisco. The role partners with Product to define pricing strategies and roadmaps, leads pricing and packaging programs to lift revenue, and manages end-to-end commercialization with Sales, Legal, Finance, and others.

Ideal candidates have 7–10 years in pricing/packaging, strong data skills (Excel/Looker/Salesforce), and a proven ability to grow B2B SaaS revenue in a fast-paced environment.

Qualifications

• 7-10 years of experience in product management, pricing & packaging, management consulting or strategic finance.
• Experience monetizing for B2B, SaaS and usage-based companies.
• Strong quantitative skills and data analysis using Excel, Looker and Salesforce.

Responsibilities

• Partner with Product to define pricing strategies and roadmaps.
• Lead pricing and packaging programs to increase revenue and growth.
• Deliver end-to-end commercialization with Sales, Marketing, Legal and Finance.
• Test pricing hypotheses, analyze trends and willingness to pay.
• Research buyer motivations and product positioning to drive iterations.
• Provide pricing metrics and framework expertise across teams.

Skills

Pricing & packaging

Pricing strategy

Data analysis

Excel

Looker

Salesforce

Cross-functional collaboration

Strategic thinking

Tools

Excel

Looker

Salesforce

Job description

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including GitHub, Yelp, Paramount, and JetBlue.

We're building a more trustworthy Internet. Come join us.

Posting Open Date: July 23, 2026

Anticipated Posting Close Date*: September 21, 2026

*Job posting may close early due to the volume of applicants.

Senior Analyst - Pricing & Packaging

We are seeking a detailed-oriented and motivated individual to join the Pricing & Packaging team. You are a strategic problem solver, thrive at building monetization strategies and enjoy a fast-paced & high-growth environment. Your role will be pivotal in driving long-term growth by executing pricing, packaging, and monetization initiatives across Fastly’s product portfolio.

What You'll Do:

• Partner closely with the Product team build and define strategies and product roadmap
• Lead pricing & packaging programs increase revenue and growth, capitalize on strengths and mitigate challenges for products
• End-to-end commercialization and operationalization delivering programs from concept to launch partnering with Sales and Marketing, Legal, Finance, Business systems and others, owning every step along the way driving consensus cross-functionally
• Conduct qualitative and quantitative research to test strategy hypotheses, review and analyze pricing trends and discounting, validate customer's willingness to pay and product positioning
• Research buyer motivations, analyze performance data and market trends to drive frequent iteration of pricing for Fastly's products
• Provide expertise to teams onpricing metrics, pricing & packaging strategies and frameworks.
• Ensure consistency across the entire product portfolio

What We're Looking For:

• 7-10 total years’ work experience in product management, pricing & packaging, management consulting or strategic finance field
• Strong experience executing on monetization strategies for B2B, SaaS and usage-based companies in related industries
• Excellent quantitative and data analytical skills. High proficiency in Excel, Looker, Salesforce or other business applications to gather data, structure and analyze into actionable pricing strategies and business insights
• Ability to thrive and form well-reasoned opinions from multiple perspectives and limited information
• Customer focused, seeking a deep understanding of target users and are adept at understanding their problems and arriving at elegant solutions to those problems
• Self directed, highly motivated and intellectually curious to tackle complex challenges and deliver discernible impact on the business
• Great presentation, communication and influence skills that tell a cohesive story and drive consensus to decision making
• Foundational understanding of accounting and revenue recognition principles

We’ll be super impressed if you have experience in any of these:

• Experience at infrastructure, cloud networking or security companies
• Experience in driving requirements in CPQ or other quote-to-cash systems

Work Hours: This position will require you to be available during core business hours.

Work Location(s) & Travel Requirements:

This position is based out of Fastly’s San Francisco office. Fastly currently embraces a largely hybrid model for most roles which allows employees flexibility to split their time between the office and home. This position may require travel as required by your role or requested by your manager.

Pursuant to the San Francisco Fair Chance Ordinance and the Los Angeles Fair Chance Initiative for Hiring Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Salary:

The estimated salary range for this position is $143,860.00 to $172,632.00.

Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location.

This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits:

We offer a comprehensive benefits package including medical, dental, and vision insurance. Family planning, mental health support along with Employee Assistance Program, Insurance (Life, Disability, and Accident), a Flexible Vacation policy and up to 18 days of accrued paid sick leave are there to help support our employees. We also offer 401(k) (including company match) and an Employee Stock Purchase Program. For 2026, we offer 12 paid local holidays, 12 paid company wellness days.

We care about you. Fastly works hard to create a positive environment for our employees, and we think your life outside of work is important too. We support our teams with great benefits that start on the first day of your employment with Fastly. Curious about our offerings?

Why Fastly?

We have a huge impact.Fastly is a small company with a big reach. Not only do our customers have a tremendous user base, but we also support a growing number of open source projects and initiatives. Outside of code, employees are encouraged to share causes close to their heart with others so we can help lend a supportive hand.

• We value diversity.Growing and maintaining our inclusive and diverse team matters to us. We are committed to being a company where our employees feel comfortable bringing their authentic selves to work and have the ability to be successful -- every day.
• We are passionate.Fastly is chock full of passionate people and we’re not ‘one size fits all’. Fastly employs authors, pilots, skiers, parents (of humans and animals), makeup geeks, coffee connoisseurs, and more. We love employees for who they are and what they are passionate about.

Fastly is committed to ensuring equal employment opportunity and to providing employees with a safe and welcoming work environment free of discrimination and harassment. Our employment decisions are based on business needs, job requirements and individual qualifications. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, family or parental status, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

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