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Aiven is a global team of 400+ people building a cloud data platform that makes open-source databases, search, streaming, and application infrastructure accessible to developers and builders. This Pricing and Packaging Manager role is a senior individual contributor position focused on operationalizing monetization strategy and reporting to the senior leader overseeing product and monetization.
You will serve as the analytical backbone and day-to-day engine for translating product value into predictable revenue streams. Your core mission is to manage and optimize pricing and packaging in a competitive, price-sensitive environment while supporting customer adoption, retention, and expansion while maintaining alignment with underlying cloud costs.
Key responsibilities include: partnering daily with Product Management to define packaging and pricing for new features and platform changes; developing deep understanding of cloud computing costs and modeling how infrastructure or product usage changes impact margins; building and maintaining complex financial models that project revenue, costs, and margins for various pricing scenarios; leading research projects to model customer consumption patterns and determine optimal pricing metrics; and collaborating with Go-to-Market, Finance, and Product Engineering to ensure pricing changes are accurately configured and implemented.
You should have direct or indirect experience with usage-based or consumption-based pricing models common in PaaS/data infrastructure. Proven proficiency in advanced analytics (SQL, Python/R) is essential, along with demonstrated ability to build sophisticated pricing models that translate technical variables into financial outcomes. Solid working knowledge of cloud computing infrastructure and costs (CPU, storage, networking) is required. You'll need exceptional communication skills to synthesize complex analysis into clear recommendations for product managers and senior leadership, plus the ability to independently manage multiple projects and serve as the main point of contact for pricing. A forward-thinking approach to leveraging AI and automation in pricing workflows is valued.
