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Salary: USD 140,000 - 200,000 / annual
Canary Technologies is the leading agentic AI platform for hotel and guest management, powering digital infrastructure for over 20,000 hotels across 125+ countries. Major hospitality brands including Marriott International, Four Seasons, and Wyndham Hotels & Resorts rely on Canary to increase revenue, improve operations, and elevate guest experiences. The company has raised nearly $200M and was recognized as a 2024-2025 Deloitte Technology Fast 500 company and swept the 2026 HotelTechAwards.
In this role, you will own Canary's pricing strategy across the full product portfolio and drive packaging decisions that support both new customer acquisition and expansion revenue. Your responsibilities include:
**Pricing Architecture:** Define and maintain pricing models (per property, per room, usage-based, tiered, bundled), set price points informed by market benchmarks and willingness-to-pay research, and build transparent internal documentation for pricing decisions.
**Packaging Strategy:** Design how Canary's products are packaged—determining what goes in each tier, what's an add-on, and how the overall structure supports growth across new and existing customers.
**Competitive Intelligence:** Build and maintain current competitive pricing and packaging analysis. Conduct recurring willingness-to-pay research and market benchmarking from launch through maturity.
**Financial Modeling:** Develop models that underpin pricing decisions, including revenue impact projections, scenario analysis, sensitivity testing, and post-change measurement.
**Cross-Functional Partnership:** Work directly with product, sales, and finance teams to align on strategy, testing, and implementation.
**Sales Enablement:** Develop internal frameworks, one-pagers, and training materials that help the sales team understand and confidently sell Canary's pricing, including objection handling, discounting guardrails, and deal-level guidance.
**Requirements:**
- 6–8+ years of experience with at least 3 years focused on pricing strategy, packaging, and monetization
- Strong business acumen and analytical skills
- Ability to develop hypotheses, test them, and build strategy based on results
- Experience gathering qualitative insights from frontline teams and customers to inform market research and pricing recommendations
- Proven experience building, maintaining, and improving pricing frameworks
- Experience working with account teams to develop ROI models and pricing proposals
- Experience developing packaging architecture for multi-product portfolios, AI solutions, and hardware/software combinations that delivered measurable gains in ACV and revenue
- Ability to influence cross-functionally to align product, finance, and sales on pricing recommendations
- Strong ability to articulate pricing and value story to internal stakeholders and customers
**Preferred:**
- Experience in B2B AI or SaaS with multi-product portfolios, vertical SaaS, or marketplace businesses with high pricing complexity
- Exposure to usage-based, consumption, subscription, platform, hybrid, and other pricing models
- Hospitality tech or travel industry background—understanding hotel economics (RevPAR, ADR, occupancy-based revenue) is a genuine differentiator
