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1Password is seeking a Pricing & Packaging Director to lead pricing strategy and monetization across its product portfolio. The company, with $400M+ ARR and Forbes Cloud 100 recognition, is a market leader in enterprise password management and Unified Access Management, trusted by 180,000+ businesses globally.
In this role, you will partner with GTM Leadership, Marketing, Product Marketing, Product Management, and Finance to develop and execute pricing strategies for new and existing products. Key responsibilities include:
- Developing pricing and packaging strategies that drive ARR growth and customer lifetime value optimization across enterprise, mid-market, SMB, and consumer segments
- Conducting market research and competitive intelligence to inform pricing decisions, including customer willingness-to-pay analysis and value driver identification
- Designing multi-tier B2B packaging and establishing pricing for new product launches, with post-launch testing and optimization
- Creating pricing strategies for distribution channels (resellers, MSPs, distributors) across North America, EMEA, and APJ
- Developing monetization strategies for advanced support and professional services
- Optimizing product-led growth (PLG) self-service renewal motions and upgrade incentives
- Building a programmatic promotions framework to accelerate pipeline, drive expansion, and support new product adoption
- Establishing pricing operations, governance models, and experimentation frameworks
- Addressing legacy pricing and packaging debt through systematic roadmap execution
- Delivering executive updates with market intelligence and actionable recommendations
- Training the organization on new pricing and packaging through enablement sessions
You will thrive in this role with deep SaaS and cloud service pricing expertise, mastery of value-based pricing models, exceptional analytical skills, and a proven track record of driving successful monetization strategies across diverse customer segments, industries, and regions. The ideal candidate combines strategic thinking with operational excellence and cross-functional leadership capability.
