Head of Pricing

Job description

### **Who is Sonar?** Sonar is driving the future of agent-centric software development. As the leader in AI code review and verification, we solve a critical problem: ensuring that software generated by AI-assisted developers or autonomous agents is reliable, secure, and maintainable. Integrating seamlessly with Claude Code, Codex, Cursor, GitHub Copilot, Gemini, and Devin, we help over 75% of the Fortune 100 build trusted, reliable, compliant software. Customers who use Sonar are 44% less likely to report an outage due to AI-generated code. We believe code verification is the critical missing link in the Agent-Centric Development Cycle (AC/DC). Industry giants like Nvidia, ServiceNow, , Goldman Sachs, AstraZeneca, and Ford Motor Company count on us to provide independent, explainable, consistent review and governance of their AI-generated code via products like: - SonarQube: The world’s leading AI code review and verification platform. - SonarQube Foundation Agent: Currently topping the leaderboards for agentic software repair. - SonarSweep & Sonar Context Augmentation: Providing the enterprise-grade context and constraints agents need to be truly effective. Our team operates across global hubs in Austin, Bochum, Dubai, Geneva, London, Singapore, Tokyo, and Washington D.C. We move with a mindset we call CODE: - Committed to our customers and community. - Obsessed with quality. - Deliberate in our decisions. - Effective as one team. With over $400M in revenue and profitable, fast-paced growth, we are building the backbone of the AI software revolution. If you’re hungry to have an impact, want to build at a fast pace, and ready to work at the forefront of AI, we want to hear from you. ### **Position description** The Product & Pricing Senior Manager will be responsible for the design, execution, and optimization of a cohesive monetization strategy that accelerates revenue growth, improves unit economics, and enhances customer value across B2B, B2C, Partners, and Product-Led Growth (PLG) channels. ### What you will do **Strategic Monetization & Packaging** - Multi-Motion Strategy: Develop pricing frameworks that support Enterprise B2B (value-based), B2C (elasticity-based), Partnership, and PLG (usage-based or tiered) motions. - Packaging Design: Define feature gatekeeping and bundle structures to drive upsell and expansion paths. Work with PMs early to reinforce product delivery and packaging under the north star of “what problems are customers willing to pay us to solve for them”. - PLG Optimization: Design "frictionless" self-serve pricing and conversion triggers that turn free users into paying customers. Includes traditional B2C SaaS, and Community Build of an on-premise product. **Market & Competitive Intelligence** - Value Research: Conduct quantitative and qualitative research to understand customer "willingness to pay." - Competitor Mapping: Maintain a real-time pulse on competitor pricing, discounting trends, and packaging shifts to ensure market leadership **Sales Enablement & B2B Deal Desk** - Discounting Frameworks: Establish guardrails and approval workflows for the Sales team to protect margins while maintaining deal velocity. Partnership guardrails and discounting should be downstream of the internal Sales team. - Collateral Support: Partner with Marketing to create clear, transparent pricing pages and sales calculators that communicate ROI. **Data Analytics & Experimentation** - Price Testing: Lead A/B tests on price points, trial lengths, and promotional offers, specifically for B2C and self-serve segments. - Performance Tracking: Monitor key metrics including Net Revenue Retention (NRR), LTV/CAC ratios, and price realization rates. **Continuous collaboration and change management** - Formalizing structure and communications around pricing change rollout (internal, partners, working with Sales enablement on end customer communications). - Alignment and collaboration with Finance and account teams for our consumption-based products. ### Experience and qualifications - 5+ years of experience in pricing, revenue operations deal desk operations, or management consulting, preferably within a high-growth SaaS environment. - Advanced Excel/Google Sheets and SQL knowledges are non-negotiable. Experience with BI tools (Tableau/Looker) is a plus. - A deep understanding of behavioral economics (anchoring, framing, and loss aversion). Experience with optimizing global market penetration. - Demonstrated curiosity and practical experience using AI tools in pricing or workflow optimization - ASC 606 and GAAP knowledge are also of value. - Growth Mindset: You are comfortable with ambiguity and can pivot between "big picture" strategy and the "finer grained details" of a billing system implementation. - You are passionate about leveling up pricing/packaging literacy as a core Product Management skill within our organization. - You can communicate and collaborate effectively with a range of skill maturity in a Product organization. ### Benefits of Working with Sonar: - Flexible comprehensive employee benefit package. - We encourage usage of our robust time-off allocations. You will receive 23 days of PTO per calendar year (on a pro-rated basis depending on your employment start date), with additional time provided for sickness, life events and holidays. - We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation. - Fully paid parking in the heart of downtown Austin, Texas. - Global workforce with employees in 20+ countries representing 35+ unique nationalities. - We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company. - Monthly catered events, and team events