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Salary: USD 158,000 - 248,000 / annual
Braze is seeking a Senior Staff Monetization and Pricing Strategist to shape pricing strategy for its B2B SaaS customer engagement platform. As an individual contributor reporting to the VP of Market Strategy, you will analyze market trends, customer needs, and competitive positioning to develop pricing models and packaging strategies that maximize revenue and enhance customer value.
Key responsibilities include:
- Design and implement pricing strategies aligned with business objectives and market demands, ensuring competitiveness and profitability
- Conduct thorough market research and competitive analysis to identify trends, opportunities, and threats in the MarTech space
- Collaborate with Sales, Marketing, and Customer Success to gather customer insights informing pricing and packaging decisions
- Develop revenue models and forecasts based on pricing strategies, market conditions, and customer behavior
- Create and optimize product packages that enhance customer value and drive adoption
- Work closely with product management, sales, finance, legal, and marketing teams to ensure alignment on pricing strategies
- Establish KPIs to measure effectiveness of pricing and packaging strategies, making data-driven recommendations for adjustments
- Stay informed on industry trends, best practices, and emerging technologies in MarTech to drive innovation
- Institutionalize strategic frameworks, guidelines, and best practices to ensure operational consistency and scalability
Success milestones:
- 90 days: understand current pricing architecture, build relationships with Finance, Product, Engineering, GTM, and Marketing partners, identify key monetization opportunities and risks
- 6 months: drive meaningful monetization roadmap initiatives end-to-end, execute at least one pricing or packaging change from analysis through cross-functional launch
- 1 year: become the executive source of truth on portfolio revenue generation; frameworks enable faster, more consistent monetization decisions company-wide
Requirements:
- 7+ years in pricing, monetization, packaging, or revenue strategy with substantial hands-on execution experience at a B2B SaaS company (not just consulting/advisory)
- Experience in B2B with Enterprise customers (2000+ employees)
- Strong analytical and financial modeling ability; comfortable building models and working with product analytics partners
- Proven track record of pricing and packaging changes taken to market with documented impact
- Operational rigor and ability to drive multi-team, ambiguous work to completion
- Executive communication skills; ability to distill complex commercial tradeoffs into clear recommendations for senior stakeholders
- Bachelor's degree or equivalent practical experience (MBA welcome but not required)
- Bonus: hands-on experience monetizing AI products, usage/consumption-based models, or standing up pricing/monetization from scratch at early-stage companies
