VP Pricing & Packaging

Delinea; Redwood City (CA); On-site; USD 140,000 - 210,000; Full time

Job summary

Delinea is seeking a Senior Pricing Leader to own pricing architecture across the portfolio, including tiering, licensing metrics, and bundling, aligning monetization with product strategy.

We require 12+ years in pricing, monetization or related fields, with proven governance, strong financial modeling, and CPQ experience. MBA is a plus. This is an on-site role in the San Francisco Bay Area with a focus on security software pricing.

Qualifications

• 12+ years across pricing strategy, monetization, product management or product marketing.
• Experience designing tiered packaging for enterprise software and strong financial modeling.
• Credibility with executives and governance under pressure.

Responsibilities

• Develop pricing architecture across the portfolio: tiering, licensing metrics, add-on structure, bundling.
• Lead discount governance, guardrails and pricing policies.
• Monetize new categories (NHI governance, AI-related pricing, consumption-based licensing).
• Ensure commercial readiness at launch and create a single source of pricing guidance.

Skills

Pricing strategy

Monetization

Product management

Product marketing

Executive influence

Pricing governance

CPQ knowledge

Cybersecurity pricing

Data-driven decisions

Education

MBA (preferred)

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, Delineaâs leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle â across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities â including workforce, IT administrator, developers, and machines â 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.

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