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Delinea is hiring a VP of Pricing & Packaging to own monetization strategy across its identity security platform portfolio. This is a horizontal L-1 role reporting to the Chief Product Officer, peer to General Managers of Workforce, Workload, and AI divisions.
You will own the complete pricing and packaging architecture, including tiering, licensing metrics, add-on structure, and bundling across the platform. Key responsibilities include developing proposal quality for the monthly Price Committee with financial modeling and recommendations; establishing and maintaining discount governance and policy guardrails; driving monetization for new categories (Non-Human Identity governance, AI agent identity, StrongDM, consumption-based licensing); ensuring commercial readiness at product launch; serving as the single source of truth for pricing and packaging guidance in partnership with Product Marketing; and tracking price realization, attach rates, and competitive positioning using competitor analysis, market benchmarks, and win/loss data.
The role requires 12+ years in pricing strategy, monetization, product management, or product marketing, with at least 5 years owning pricing as a named function. You should have a track record of building monetization functions from scratch, including establishing cadence, governance, documentation, and analytical capabilities. Experience preparing and defending recommendations to formal pricing committees is essential. You must demonstrate expertise in tiered packaging design for enterprise software and strong financial modeling skills (pricing impact, ARR and expansion, discount optimization). Credibility with executive peers and the ability to hold pricing positions under pressure without direct authority over sales or finance are critical.
Strongly preferred qualifications include cybersecurity or identity security background (PAM, IAM, SIEM, endpoint); exposure to Non-Human Identity, machine identity, or secrets management; experience with consumption-, usage-, or outcome-based pricing models alongside seat-based subscription; working knowledge of CPQ tools (Salesforce CPQ, Apttus); and experience pricing through M&A integration or major commercial model transitions. An MBA is a plus.
Delinea secures human, machine, and AI identities across on-premises and cloud environments. The company is backed by TPG and operates with a culture emphasizing diversity, innovation, and respect. This opportunity allows you to professionalize monetization as a discipline with an already-functional decision forum, rather than managing an approval queue.
