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Salary: USD 207,000 - 279,000 / annual
Asana is seeking a Pricing Strategy Director to lead the company's product monetization strategy and execution. Reporting to the Head of Pricing and Packaging, you will partner with Product, Sales/GTM, Marketing, Finance, and operational leaders to launch and optimize monetization strategies that drive sustainable revenue growth while delivering exceptional customer experience.
Key responsibilities include:
- Drive the launch and optimization of offerings (packaging, pricing models, price levels, discount strategy) for 1-2 business lines, ensuring alignment with business objectives.
- Analyze operating metrics, customer data, and market trends to identify monetization opportunities and develop strategies for both short-term (1Q) and long-term (1-3 year) impact.
- Design and execute detailed customer, product, competitor, and financial analyses to support strategic recommendations.
- Collaborate cross-functionally with Product, Sales/Customer Success, Finance, and Operations to create pricing and packaging recommendations, presenting findings confidently to executive leadership including the CEO.
- Orchestrate operational implementation of monetization strategies, partnering with IT/Operations, Finance, Sales Enablement, and Deal Desk.
- Establish pricing KPIs, track and monitor effectiveness of pricing and packaging changes, and report on business health.
Asana is a leading platform for human + AI collaboration, with millions of teams worldwide relying on it to achieve their goals. The company has been recognized by Fortune as a Best Workplace for 7+ years and is known for excellence in workplace culture and innovation.
The role is based in San Francisco with an office-centric hybrid schedule: standard in-office days are Monday, Tuesday, and Thursday. Most employees have the option to work from home on Wednesdays, with Friday flexibility depending on work type and team partnerships.
Requirements:
- 8+ years of pricing experience in strategy consulting or B2B software, ideally including 2+ years in pricing at enterprise-level SaaS companies
- Proven experience building pricing models, tools, and processes to optimize pricing strategy
- Robust analytical skills including customer/competitor research and financial analysis for data-driven decision-making
- Understanding of SaaS pricing, self-serve (product-led) and sales-led go-to-market strategies, and customer buying behaviors for both SMB and enterprise segments
- Demonstrated ability to cultivate impactful cross-functional relationships and lead diverse teams to achieve business objectives
- Curiosity about AI tools and emerging technologies, with willingness to learn and leverage them for productivity and decision-making
- Familiarity with pricing and packaging research techniques (e.g., Conjoint, Van Westendorp) and proficiency with survey tools such as Qualtrics
- Familiarity with pricing trends in the marketplace, including AI pricing
