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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. This is an individual contributor role reporting to the Vice President of Market Strategy, with hybrid flexibility between New York and San Francisco offices.
You will analyze market trends, customer needs, and competitive positioning to develop pricing models and packaging strategies that maximize revenue while enhancing 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 and make 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 across the monetization function
Success milestones: Within 90 days, you understand current pricing architecture and have built relationships with core partners (Finance, Product, Engineering, GTM, Marketing) while identifying key monetization opportunities and risks. Within 6 months, you're driving meaningful pieces of the monetization roadmap end-to-end and have taken at least one pricing or packaging change from analysis through cross-functional launch. Within one year, executives view you as the source of truth on portfolio revenue generation, and your frameworks have accelerated and standardized monetization decisions across the company.
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 to source data
• Proven track record of pricing and packaging changes taken to market with documented impact
• Operational rigor to bring structure to ambiguous, multi-team work and drive completion across organizations
• Executive communication skills 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 and monetization from the ground up at multiple early-stage companies
