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Tricentis is undergoing a defining commercial transformation, unifying a portfolio assembled through multiple acquisitions, launching new products, embedding AI across offerings, and transitioning toward consumption-based pricing. The Senior Pricing & Packaging Director will be the operational owner of how Tricentis monetizes its portfolio, designing pricing and packaging strategies that balance revenue predictability, customer budget predictability, time-to-market, and migration realities for the installed base.
This role reports to the EVP, Product Business Performance (C-Staff, Sales organization) and serves as their primary operational partner on pricing. You will manage one direct report—a pricing analyst based in Manila—and have access to the Project Management Organization to drive cross-functional workstreams. The role operates across US, EMEA, and APAC time zones.
Key responsibilities include: owning pricing and packaging across the portfolio; designing, defending, and evolving the pricing architecture for Tricentis products (list pricing, packaging structures, discount frameworks, bundling and cross-sell rules); harmonizing pricing models inherited through acquisition; operationalizing the consumption pricing transition by translating strategic direction into analyses, packaging mechanics, migration models, and rollout plans; and developing a defensible perspective on AI monetization and its impact on willingness to pay, metering, and unit economics.
You will partner across Finance on revenue and margin modeling, Product Management on roadmap-aligned packaging, Product Marketing on positioning and willingness-to-pay, and Operations on telemetry. You will run the weekly Pricing Steering Committee, prepare monthly Executive Pricing Committee materials, define governance frameworks for pricing changes and experiments, and ensure clear audit trails of monetization decisions. You will align with strategic GTM partners to ensure portfolio pricing coherence and design pricing for joint solutions. You will own financial models, scenario analyses, and customer impact assessments; partner with Operations to build usage data and deal pattern telemetry; and leverage internal AI tools (including Claude) to accelerate analysis, modeling, and communication.
The role requires hybrid work, with candidates based in or near Austin or Boston offices, working onsite three days per week.
Requirements:
• 10+ years of progressive experience in pricing, monetization, product strategy, or commercial strategy at enterprise software companies, with at least 3–5 years in a senior pricing-focused role
• Direct experience leading or playing a senior role in a transition to consumption-based or usage-based pricing at a B2B software company
• Track record of designing pricing and packaging across a multi-product portfolio, including post-M&A harmonization, with demonstrated ability to navigate tradeoffs between consistency, migration risk, and time to market
• Demonstrated commercial mindset—ability to articulate why specific customers bought, why specific deals were lost, and how packaging or pricing changed outcomes; hands-on experience with customers and sellers, not just data
• Strong analytical foundation—hands-on with Excel and financial modeling; SQL fluency strongly preferred
• Demonstrated ability to influence senior cross-functional leaders (CFO, CPO, CRO, VP-level peers) through clear thinking and strong written communication, without relying on positional authority
• Exceptional written and verbal communication—ability to write a one-page brief that C-Staff members read and act on, and defend recommendations in rooms of skeptical executives
• Experience working in international, multi-time zone organizations across multiple sales geographies
• Comfort using modern AI tools as part of work—to accelerate analysis, drafting, modeling, and communication
Preferred Experience:
• Curiosity and developing point of view on how AI is reshaping enterprise software monetization
• Direct, hands-on experience pricing AI-enabled features or products
• Experience working with or pricing alongside strategic go-to-market partners
• Familiarity with testing, observability, or developer-tools software categories
• Experience in PE-backed or growth-stage software companies
• Experience managing or working closely with offshore analytical talent
