Senior Manager, Pricing Strategy & Execution

Menlo Ventures; San Francisco (CA); On-site; USD 180,000 - 225,000; Full time

Job summary

Join Carta's GTM Strategy team as a Senior Manager in Pricing Strategy. You'll be responsible for developing pricing and packaging strategies across business units, conducting pricing experiments, and collaborating with product teams to align pricing with customer value. The role requires a deep understanding of B2B SaaS pricing models, strong analytical skills, and the ability to translate data into actionable strategies.

Benefits

Market competitive salary

Equity for all full-time roles

Exceptional benefits

Qualifications

• Deep understanding of B2B SaaS monetization models including per-seat and usage-based.
• Experience conducting pricing sensitivity analyses and packaging design.
• Robust analytical skill set with experience in data tools.

Responsibilities

• Develop and refine pricing strategy based on market dynamics and research.
• Conduct pricing experiments to optimize packaging and discounting.
• Partner with GTM teams to align pricing with customer value.

Skills

B2B SaaS monetization models

Pricing sensitivity analyses

Analytical skills

Tools

Salesforce

Tableau

SQL

Job description

The Company You’ll Join

Carta connects founders, investors, and limited partners through world-class software, purpose-built for everyone in venture capital, private equity and private credit.

Carta’s fund administration platform supports nearly 7,000 funds and SPVs, representing $150B in assets under administration in venture capital and private equity. Trusted by more than 40,000 companies, Carta also helps private businesses in over 160 countries manage their cap tables, valuations, taxes, equity programs, compensation, and more.

Together, Carta is creating the end-to-end ERP platform for private markets. Traditional ERP solutions don’t work for Private Funds. Private capital markets need a comprehensive software solution to replace outdated spreadsheets and fragmented service providers. Carta’s software for the Office of the Fund CFO does just that - it’s a new category of software to make private markets look more like public markets - a connected ERP for private capital.

You’ll be joining our GTM Strategy team as a Senior Manager in Pricing Strategy, supporting all 3 business units: Corporations, Venture Capital and Private Equity.

This team is part of the broader Strategy & Business Operations team, partnering closely with business leaders across sales, marketing, product, and operations to drive revenue, efficiency, and customer experience.

The Problems You'll Solve

At Carta, our employees set out on a mission to unlock the power of equity ownership for more people in more places. We believe that the problems we solve today unlock the opportunities of tomorrow.

We are launching new products and monetization strategies at a pace we have never had before. We need a creative, data-driven monetization expert to come lead our pricing, packaging, and monetization strategies across the business. You will work cross-functionally with our product and business teams to help drive growth and customer value.

As a Senior Manager in Pricing Strategy, some of the immediate problems you will solve include:

• Develop and refine our pricing and packaging strategy across our product tiers and business units based on customer segmentation, market dynamics, and competitive research
• Conduct pricing experiments (e.g., A/B testing, value-based pricing tests) to determine optimal packaging, discounting, and feature gating strategies
• Partner closely with Product and GTM teams to align pricing with customer value delivery and feature differentiation
• Build and maintain pricing models and tools to forecast revenue impact and guide executive decision-making
• Analyze customer behavior, retention, and willingness to pay using surveys, interviews, usage data, and win/loss analysis
• Lead annual price reviews and support new product launches with pricing and packaging recommendations
• Establish pricing guardrails, approvals for custom pricing, and discount policies for deals
• Create sales tools (e.g., calculators) and training material (with enablement)
• Stay current with industry trends, competitive benchmarks, and SaaS pricing best practices

About You

You are deeply passionate about monetization strategy and you have an unquenchable curiosity. You can parse the insights from dense information and have the ability to translate raw data into actionable strategies. You love thinking about product and have:

• Deep understanding of B2B SaaS monetization models including per-seat, usage-based, freemium, and hybrid structures
• Familiarity with frameworks such as Willingness to Pay and Conjoint Analysis
• Experience conducting pricing sensitivity analyses, packaging design, or GTM readiness
• A strategic mind that can understand a complex business and develop innovative and creative solutions.
• Robust analytical skill set with demonstrated experience driving robust actionable insights across a modern data stack (e.g., Salesforce, Tableau, Power BI, SQL)
• An owner mentality: You take pride in your work and view what you do as a part-owner and builder of Carta.
• Strong execution ability: you can own the lifecycle of a project from start to finish, and are constantly looking for ways for us to improve.
• High intellectual horsepower and EQ.

You likely have experience in venture, consulting, or academic research.

At Carta, you’re not just an employee. You’re a builder who is creating infrastructure that accelerates innovation and empowers more ownership. Cartans are helpful, relentless, unconventional and kind; representing Carta’s Identity Traits. They work collaboratively and cross functionally to challenge the status quo; working towards a common goal of creating more owners in the private markets.

Carta’s compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions plans. Our minimum cash compensation (salary + commission if applicable) range for this role is $180,000 - $225,000. Final offers may vary from the amount listed based on geography, candidate experience and expertise, and other factors.

Disclosures:

• We are an equal opportunity employer and are committed to providing a positive interview experience for every candidate. If accommodations due to a disability or medical condition are needed, please connect with the talent partner via email.
• Please note that all official communications from us will come from an @carta.com or @carta-external.com domain. Report any contact from unapproved domains to [e-mail].

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