VP, Pricing & Packaging

Delinea; Redwood City (CA); On-site; USD 180,000 - 240,000; Full time

Benefits offered by this job

Competitive salary

Bonus program

Healthcare

Pension matching

Life insurance

Job summary

Delinea is seeking a senior pricing leader to own pricing strategy, packaging, and monetization across the portfolio, including NHI and AI identity offerings. You will influence governance, model pricing impact, ARR growth, and discount policies while collaborating with product marketing and executives.

The role emphasizes end-to-end monetization discipline, competitive positioning, and a path to professional leadership within a global security company based in the United States.

Qualifications

• 12+ years in pricing strategy, monetization, product management or product marketing.
• 5+ years owning pricing as a named function with governance.
• Experience building monetization functions with analytics and governance.
• Ability to defend recommendations to formal pricing committees.
• Strong financial modeling and tiered packaging design for enterprise software.

Responsibilities

• Own pricing and packaging architecture across the portfolio.
• Lead the monthly Price Committee analysis, model, and actions.
• Manage discount governance and guardrails.
• Drive monetization for new categories (NHI, AI agent identity, etc.).
• Ensure commercial readiness at launch with product releases.
• Provide pricing guidance and enablement with Product Marketing.

Skills

Pricing strategy

Monetization

Product management

Pricing governance

Education

MBA

Bachelor’s in Business or Economics

Tools

Salesforce CPQ

Apttus

Job description

About Delinea:

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Delinea secures human, machine, and AI identities, eliminating standing privilege and reducing the attack surface across on-premises and cloud. As the platform expands into Non-Human Identity governance, AI agent identity, StrongDM, and consumption-based licensing, we are hiring a dedicated leader to own how we package value and price capability across the whole portfolio. This is a horizontal L-1 role, peer to the General Managers of Workforce, Workload and AI, reporting to the Chief Product Officer.

What You Will Own

• Price and packaging architecture across the portfolio: tiering, licensing metrics, add-on structure, bundling.

• Proposal quality into our monthly Price Committee: the analysis, the financial model, the recommendation, and the action register through to closure.

• Discount governance, including band policy and the guardrails behind it.

• Monetization for new categories: NHI governance, AI agent identity, StrongDM, consumption-based licensing.

• Commercial readiness at launch, so packaging and pricing ship with the product.

• The single source of truth for pricing, packaging and quoting guidance, partnering with Product Marketing on seller enablement.

• Price realization, attach rate and competitive position, informed by competitor pricing, market benchmarks and win/loss data.

What We Are Looking For

• 12+ years across pricing strategy, monetization, product management or product marketing, including 5+ years owning pricing as a named function.

• A track record of building a monetization function where none existed: cadence, governance, documentation, analytical bench.

• Experience preparing and defending recommendations to a formal pricing committee or equivalent decision body.

• Demonstrated design of tiered packaging for enterprise software, and strong financial modeling (pricing impact, ARR and expansion, discount optimization).

• Credibility with executive peers, holding a position on pricing under pressure without direct authority over sales or finance.

Strongly preferred

• Cybersecurity or identity security (PAM, IAM, SIEM, endpoint); exposure to NHI, machine identity or secrets management.

• Consumption-, usage-, or outcome-based pricing models alongside seat-based subscription.

• Working knowledge of CPQ (Salesforce CPQ, Apttus); pricing through M&A integration or a major commercial model transition. MBA a plus.

Why Now

Pricing at Delinea has been carried by people doing it well alongside a full portfolio, and the surface area keeps growing. The opportunity is to make monetization a professional discipline, with a decision forum that already works. If you want to own monetization end-to-end rather than manage an approval queue, this role is built for it.

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Aff…

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.