Senior Director, Pricing and Packaging

Sprout Social; Mississippi; Remote; USD 188,000 - 282,000; Full time

Job summary

Sprout Social seeks a Senior Director, Pricing and Packaging to enhance pricing strategies and drive revenue. As part of the Marketing team, you will lead a small team and collaborate with cross-functional partners to optimize pricing models and implement impactful initiatives, aligning with the company’s goals.

Benefits

Flexible paid time off

Insurance options

Wellness initiatives

Ongoing education opportunities

Qualifications

• 12+ years of experience working in software.
• 5+ years leading pricing and packaging for B2B SaaS.
• Deep experience with SaaS pricing models.

Responsibilities

• Define and manage global pricing and packaging strategy.
• Lead a team of pricing strategists.
• Conduct customer research and model monetization scenarios.

Skills

Pricing Strategy

Data Analysis

Team Leadership

Education

Undergraduate degree in a STEM discipline

Job description

We know experience is built in a number of ways. Even if your background doesn’t match the exact requirements, we encourage you to apply and share any relevant skills in a cover letter. Sprout welcomes all candidates to apply, including those who identify as BIPOC, women and underrepresented genders in tech, LGBTQIA+, parents, veterans, persons with disabilities and people of all faiths.

Senior Director, Pricing and Packaging

Description

Sprout Social is hiring a Senior Director, Pricing and Packaging to join the Marketing team. This role will report to the Vice President, Revenue Marketing.

Why join Sprout’s Marketing team?

As a member of Sprout’s Marketing department, you’re an integral part of empowering and inspiring our customers and driving the growth of our business. As a true partner to Sales and Success, we are accountable to—and responsible for—driving significant revenue through new business acquisition and customer growth. Together, we make up our revenue organization where we lead our go-to-market strategy and establish our goals as one unified team. We put our customers at the center, we’re driven by results and passionate about our impact on the overall strength and health of Sprout. As individuals, there’s no shortage of opportunities to learn and grow in your current role and beyond. Here, we just really want you to do your best work, be creative, take risks and make mistakes.

What you’ll do

• Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback.
• Lead a small team of pricing strategists.
• Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data.
• Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making.
• Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results.
• Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs.
• Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out.

What you’ll bring

Sprout Social is seeking a Senior Director, Pricing and Packaging to own the development of pricing and packaging strategies for our global product portfolio. In this role, you will be the key driver of strategic pricing decisions for the organization, fully owning our pricing and packaging strategy, with a material impact on Sprout’s monetization and revenue. We are looking for an authentic, strategic leader who can confidently bring together cross-functional teams, provide a data-driven point of view and cultivate a high-performing strategy and team.

The minimum qualifications for this role include:

• 12+ years of experience working in software.
• 5+ years of experience leading pricing and packaging work for a B2B SaaS organization, including 3+ years managing teams.
• Familiarity with user-based pricing and alternate pricing models, self-serve and sales-led go-to-market motions and Mid Market / Enterprise customer buying behavior
• Deep experience with SaaS pricing models, tools, and processes. You will have had direct experience running pricing analysis, including Van Westendorp analysis, Gabor Granger and Max Diff.
• Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams.

Preferred qualifications for this role include:

• Experience working with pricing platforms such as Qualtrics, Conjointly, etc
• Undergraduate degree in a STEM discipline; advanced STEM degree is a plus

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Learn about Sprout’s product, customers, pricing and packaging structure, and go-to-market motions.
• Partner with Revenue Marketing leadership to set initial priorities and align on expectations for your role
• Understand past and present pricing initiatives and their impact
• Meet with other key partners across the business, in sales, marketing, product, customer success and finance to learn about the scope of their work and areas of opportunity

Within 3 months, you’ll start hitting your stride by:

• Begin developing a strategy for pricing and packaging at Sprout Social, and begin implementing quick wins
• Identifying where gaps in data and analysis exist and begin getting that information, including price sensitivity analysis and packaging research
• Leading the pricing and packaging council, where you will drive executive alignment, decision making, and organizational prioritization of key pricing and packaging decisions

Within 6 months, you’ll be making a clear impact through:

• Implementing meaningful changes to our pricing and packaging that begin to drive significant global revenue
• Measuring, reporting, understanding, and acting on the impacts of these changes

Within 12 months, you’ll make this role your own by:

• Tested, failed, learned, and applied new strategies and tactics to our pricing and packaging
• Continuing to evolve our pricing strategy and sophistication
• Consistently measuring, analyzing, and communicating pricing impact and performance
• Surprise us! Use your unique ideas and abilities to change Sprout in beneficial ways that we haven’t even considered yet.

Of course, what is outlined above is the ideal timeline, but things may shift based on business needs. Other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Individual base pay is based on various factors, including work location, relevant experience and skills, the responsibility of the role, and job duties/requirements. In the United States, we have two geographic pay zones. For this role, our current base pay ranges for new hires are:

• Zone 1 (New York, California, Washington): $206,800.00(min), $258,500.00 (mid), $310,200.00 (max) USD annually
• Zone 2 (All other US states): $188,000.00(min), $235,000.00 (mid), $282,000.00 (max) USD annually

The listed ranges represent the full earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

Base pay is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit). Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report .

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [e-mail] and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law.

#LI-REMOTE

Sprout Social Inc. and its subsidiaries process personal data submitted through your application to assess your qualifications for employment and to inform our hiring decision and, where applicable, for required governmental reporting. For more information, please review Sprout's Global Applicant Privacy Notice .

Sprout Social is a global leader in social media management and analytics software. Sprout’s intuitive platform offers comprehensive social media management solutions, including publishing and engagement functionality, customer care, influencer marketing, advocacy, and AI-powered business intelligence to more than 30,000 brands. Founded in 2010, Sprout has a hybrid team located across the globe. Sprout Social has been recognized as a Glassdoor Best Places to Work, PEOPLE Companies that Care, Great Place to Work Best Workplace for Parents and more.

Sprout Social powers open communication between individuals, brands and communities through elegant, sophisticated software. We are relentless about solving hard problems for our customers and committed to both customer and team success. Our team’s shared belief in Sprout’s mission promotes a culture of openness, empowerment and fun.

Sprout Social is hiring a Senior Director, Pricing and Packaging to join the Marketing team. This role will report to the Vice President, Revenue Marketing.

Why join Sprout’s Marketing team?

As a member of Sprout’s Marketing department, you’re an integral part of empowering and inspiring our customers and driving the growth of our business. As a true partner to Sales and Success, we are accountable to—and responsible for—driving significant revenue through new business acquisition and customer growth. Together, we make up our revenue organization where we lead our go-to-market strategy and establish our goals as one unified team. We put our customers at the center, we’re driven by results and passionate about our impact on the overall strength and health of Sprout. As individuals, there’s no shortage of opportunities to learn and grow in your current role and beyond. Here, we just really want you to do your best work, be creative, take risks and make mistakes.

What you’ll do

• Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback.
• Lead a small team of pricing strategists.
• Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data.
• Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making.
• Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results.
• Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs.
• Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out.

What you’ll bring

Sprout Social is seeking a Senior Director, Pricing and Packaging to own the development of pricing and packaging strategies for our global product portfolio. In this role, you will be the key driver of strategic pricing decisions for the organization, fully owning our pricing and packaging strategy, with a material impact on Sprout’s monetization and revenue. We are looking for an authentic, strategic leader who can confidently bring together cross-functional teams, provide a data-driven point of view and cultivate a high-performing strategy and team.

The minimum qualifications for this role include:

• 12+ years of experience working in software.
• 5+ years of experience leading pricing and packaging work for a B2B SaaS organization, including 3+ years managing teams.
• Familiarity with user-based pricing and alternate pricing models, self-serve and sales-led go-to-market motions and Mid Market / Enterprise customer buying behavior
• Deep experience with SaaS pricing models, tools, and processes. You will have had direct experience running pricing analysis, including Van Westendorp analysis, Gabor Granger and Max Diff.
• Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams.

Preferred qualifications for this role include:

• Experience working with pricing platforms such as Qualtrics, Conjointly, etc
• Undergraduate degree in a STEM discipline; advanced STEM degree is a plus

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Learn about Sprout’s product, customers, pricing and packaging structure, and go-to-market motions.
• Partner with Revenue Marketing leadership to set initial priorities and align on expectations for your role
• Understand past and present pricing initiatives and their impact
• Meet with other key partners across the business, in sales, marketing, product, customer success and finance to learn about the scope of their work and areas of opportunity

Within 3 months, you’ll start hitting your stride by:

• Begin developing a strategy for pricing and packaging at Sprout Social, and begin implementing quick wins
• Identifying where gaps in data and analysis exist and begin getting that information, including price sensitivity analysis and packaging research
• Leading the pricing and packaging council, where you will drive executive alignment, decision making, and organizational prioritization of key pricing and packaging decisions

Within 6 months, you’ll be making a clear impact through:

• Implementing meaningful changes to our pricing and packaging that begin to drive significant global revenue
• Measuring, reporting, understanding, and acting on the impacts of these changes

Within 12 months, you’ll make this role your own by:

• Tested, failed, learned, and applied new strategies and tactics to our pricing and packaging
• Continuing to evolve our pricing strategy and sophistication
• Consistently measuring, analyzing, and communicating pricing impact and performance
• Surprise us! Use your unique ideas and abilities to change Sprout in beneficial ways that we haven’t even considered yet.

Of course, what is outlined above is the ideal timeline, but things may shift based on business needs. Other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

Individual base pay is based on various factors, including work location, relevant experience and skills, the responsibility of the role, and job duties/requirements. In the United States, we have two geographic pay zones. For this role, our current base pay ranges for new hires are:

• Zone 1 (New York, California, Washington): $206,800.00(min), $258,500.00 (mid), $310,200.00 (max) USD annually
• Zone 2 (All other US states): $188,000.00(min), $235,000.00 (mid), $282,000.00 (max) USD annually

The listed ranges represent the full earning potential in this position. Starting salaries for well-qualified new hires are typically around the midpoint of the range. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent, and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

Base pay is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit). Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Because Sprout Social is a federal contractor, we affirmatively recruit individuals with a disability and protected veterans. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report .

If you need a reasonable accommodation for any part of the employment process, please contact us by email at [e-mail] and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law.

#LI-REMOTE

Sprout Social Inc. and its subsidiaries process personal data submitted through your application to assess your qualifications for employment and to inform our hiring decision and, where applicable, for required governmental reporting. For more information, please review Sprout's Global Applicant Privacy Notice .

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