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Salary: USD 172,100 - 247,500 / annual
Abnormal AI is seeking a Principal, Pricing & Packaging to own the company's pricing strategy across its growing product portfolio. This is a strategic, cross-functional role that combines pricing architecture, financial modeling, and stakeholder influence.
You will be responsible for designing and recommending pricing and packaging for Abnormal's email security bundles and a new wave of products launching with different monetization models. You'll evaluate whether consumption-based, credit-based, or count-based pricing makes sense for each product line, define clear metering units to prevent customer gaming, and continuously reassess pricing across the full portfolio as market and competitive conditions shift.
Key responsibilities include:
- Recommend packaging, pricing, metering, and bundling strategies for email security and new product lines
- Decide between count-based (users, units) and usage-based (volume consumed) pricing models
- Build and run a pricing decision-making cadence with senior leadership, establishing predictable review schedules and escalation paths
- Partner directly with Sales Operations, Billing, and CPQ teams to implement pricing changes through rate cards, CPQ configuration, and contract templates
- Train the sales team on pricing strategy, packaging rationale, and negotiation guardrails
- Analyze pricing performance including win/loss trends, discounting patterns, deal size, and competitive positioning
- Benchmark against competitors and adjacent markets to keep pricing models current and defensible
- Use AI tools to model pricing scenarios, analyze deal and usage data, and accelerate competitive research
This is not a one-time project. You'll own pricing recommendations end-to-end, from analysis through implementation, and stay hands-on rather than handing off work. You'll influence senior stakeholders without direct authority over Product, Sales, or Finance, making recommendations that leadership then decides on.
REQUIREMENTS:
- 10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity (this is a senior hire, not a first pricing role)
- Proven track record owning pricing end-to-end: recommendation, decision, and implementation
- Direct experience with usage-based, consumption-based, or credit-pool pricing models, ideally for AI or security products
- Experience managing pricing across a multi-product portfolio, including knowing when to revisit live pricing decisions
- Strong quantitative and analytical skills: ability to build pricing models, analyze deal and discount data, and develop defensible recommendations
- Ability to influence senior stakeholders without direct authority; comfort with a model where you recommend but others decide
- Experience partnering with Sales Operations, Billing, and CPQ teams to implement pricing changes
NICE TO HAVE:
- Cybersecurity or enterprise security software background
- MBA or equivalent strategy, finance, or consulting background
- Hands-on experience with CPQ platforms (Salesforce CPQ) and deal desk processes
- Experience scaling pricing as a company moves from single-product to multi-product
