Senior Pricing & Packaging Leader, B2B SaaS

United States Digital Space LLC; United States; Remote; USD 172,000 - 248,000; Full time

Job summary

Abnormal AI is seeking a Principal, Pricing & Packaging to own and evolve how we price our cybersecurity platform. You will lead pricing from recommendation to implementation, guiding cross-functional teams and shaping new product pricing models, including whether to pursue consumption, usage, or credit-based approaches.

You will build a recurring pricing cadence with executives, mentor the sales team, and benchmark against competitors to keep our models defensible.

Qualifications

• 10+ years in pricing strategy, packaging, or monetization in B2B SaaS/cybersecurity.
• Owned pricing end-to-end from recommendation to implementation.
• Experience with usage-based, consumption-based, or credit-based models.
• Managed pricing across multi-product portfolios.
• Strong quantitative skills to model pricing and analyze data.
• Ability to influence senior stakeholders without direct authority.
• Partnered with Sales Ops, Billing, and CPQ teams to implement pricing changes.

Responsibilities

• Recommend packaging, pricing, and metering for email security bundles and related products.
• Decide pricing models (count vs usage) and whether a credit-consumption approach makes sense.
• Continuously review pricing across the portfolio and react to market changes.
• Establish a pricing decision cadence with senior leadership for timely decisions.
• Lead implementation with Sales Ops, Billing, and CPQ; stay hands-on through rollout.
• Train sales on pricing strategy, packaging rationale, and guardrails.

Skills

Pricing strategy

Packaging

Monetization

B2B SaaS pricing

Quantitative analysis

Stakeholder influence

CPQ collaboration

Education

MBA or equivalent strategy/finance/consulting

Tools

Salesforce CPQ

Job description

Abnormal AI is seeking a Principal, Pricing & Packaging to own and evolve how we price our cybersecurity platform. You will lead pricing from recommendation to implementation, guiding cross-functional teams and shaping new product pricing models, including whether to pursue consumption, usage, or credit-based approaches.

You will build a recurring pricing cadence with executives, mentor the sales team, and benchmark against competitors to keep our models defensible.