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PagerDuty (NYSE:PD) is seeking a Director of Pricing & Monetization to own the strategy and execution of how the company packages, prices, and monetizes its Operations Cloud platform. This product-first role reports to the VP of Product Strategy & Growth and sits within Product Development.
You will bring rigor to pricing comparable to how great product managers approach product development: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes. You'll serve as connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results. You own the full lifecycle from recommendation through implementation to operations, and you'll be the decision-maker on deal desk, discounting, and promotions in real-time.
Key responsibilities include defining and evolving PagerDuty's packaging architecture (tiers, feature placement, usage-based levers, entitlement frameworks) in partnership with Product and Engineering. You'll build and maintain a monetization review process so product teams integrate pricing strategy into roadmap decisions early. You'll lead SKU design and experimentation, developing frameworks for creating, testing, and iterating on packaging changes quickly and safely. You own the monetization platform roadmap—usage tracking, entitlement flexibility, SKU experimentation velocity—in partnership with Engineering and Revenue Systems.
On go-to-market execution, you'll operationalize pricing for the field through discount governance, approval workflows, customer-facing messaging, and enablement materials. You'll lead packaging migration execution as the company transitions legacy customers to modern Operations Cloud plans, including cohort strategy, field playbooks, and customer communication. You'll track and report on pricing initiative performance—win rates, discounting patterns, migration progress, ARR impact by segment—and build financial modeling capabilities in partnership with Finance to evaluate pricing scenarios.
You'll inherit and grow an existing pricing foundation including billing & quoting infrastructure, pricing calculators and field tools, discount approval workflows, and SKU architecture spanning legacy and modern offerings. You'll lead a small team including a Pricing Analyst and Pricing Manager, with opportunity to grow the function. The ideal candidate has operated at the intersection of product management and monetization in a later-stage B2B SaaS environment, owned packaging decisions end-to-end, built monetization infrastructure, and has credibility to influence both product roadmaps and sales motions.
