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Hightouch, a Leader in the 2026 Gartner Magic Quadrant for Customer Data Platforms, is hiring its first dedicated Pricing & Packaging Lead. This is a senior individual contributor role reporting to the Head of Revenue Operations, sitting alongside the Deal Desk Lead.
You will own how Hightouch monetizes across its diversified product portfolio: Reverse ETL, Customer Studio, Identity Resolution, Journeys, Event Collection, Real-Time Audiences, Match Booster, and expanding AI products. The company has grown from 10 to 100 account executives in under two years, and the pricing frameworks that enabled early growth need to evolve for the next stage.
Key responsibilities include:
**Strategy & Design**: Co-create pricing and packaging with Co-CEOs, CRO, CFO, and product leaders. Own the pricing agenda for every material product launch, building analysis on willingness-to-pay, win/loss data, competitive benchmarking, margin implications, and revenue recognition. Bring recommendations, not menus, and pressure-test pricing against real deals.
**Rationalization**: Inventory current pricing across all products and consolidate overlapping frameworks into one coherent price book. Define list prices, unit definitions, bundling rules, discount guidance by segment and deal size, and standards for renewals, expansions, and legacy contract migrations. Report discount depth, price realization, and packaging mix to leadership.
**Enablement & Tools**: Build pricing calculators, scoping tools, usage estimators, bundle configurators, and approval-threshold lookups that help 100+ AEs quote correctly in minutes. Own the Pricing Enablement Hub and partner with Revenue Enablement on rep training.
**Deal Partnership**: For seven-figure, multi-product, multi-year, or complex deals, work early with AEMs, AEs, and Deal Desk to shape commercial structure, define walk-away points, and close framework gaps so exceptions don't become precedent.
**Systems Ownership**: Be the business owner of product catalog, price books, pricing rules, bundles, consumption logic, and approval thresholds in CPQ. Write requirements, define acceptance criteria, and partner with GTM Systems on implementation. Hold the line on data model decisions that ensure billing, ARR reporting, product-level compensation, and margin analysis are trustworthy.
You are expected to be hands-on-keyboard from day one—a builder and scaler who thrives in ambiguity and can move at velocity.
