Pricing and Packaging Manager

Job description

### **About Us** Think about your last hotel stay. Did you skip the front desk line with mobile check-in? Message the staff for extra pillows? Order a late-night snack with a tap on your phone? **Then you’ve likely run into Canary in the wild.** [Canary Technologies](https://www.canarytechnologies.com/) is the leading agentic AI platform for hotel and guest management, powering the digital infrastructure for more than 20,000 hotels in 125+ countries. The world's most renowned hospitality brands, including Marriott International, Four Seasons and Wyndham Hotels & Resorts, partner with us to increase revenue, improve operations and elevate the guest experience. We’ve executed the largest deployment of autonomous AI systems in hospitality, building technology that fundamentally redefines how guests and hotels interact. It’s made us one of the top-funded hotel technology companies in the world, with nearly **$200M raised to date.** Canary has been recognized as a 2024 and 2025 **Deloitte Technology Fast 500™ company, Inc. 5000 fastest-growing company,** and **swept the 2026 HotelTechAwards**, including *Best Place to Work, #1 Guest Experience Platform,* and *the Hotelier’s Choice Award*. We’re scaling our team to bring innovation to life faster than ever. We're growing quickly, and we're looking for people who are passionate about their work, want to grow with us and are ready to take on more responsibility along the way. We value rigor and velocity in equal measure: high standards, fast pace, real ownership. If that's the environment you're looking for, this is the place for you. **Come join us! Let’s shape the future of hospitality together.** ### About the Role We're looking for a Pricing & Packaging Manager to own one of the highest-leverage functions in the company: how Canary's products are structured, priced, and brought to market as a coherent commercial offer. This high-visibility, highly cross-functional role on the Product Marketing team is equal parts analysis and strategy. You'll build the models, run the competitive benchmarks, create pricing proposals, develop the packaging architecture, and produce the internal and external narratives on pricing. You'll work closely with leaders in Product, Sales, Marketing, Finance, & Account Management. ### What You’ll Do - **Pricing Architecture.** Own and maintain Canary's pricing strategy across the full product portfolio. Define pricing models (per property, per room, usage-based, tiered, bundled), set price points informed by market benchmarks and willingness-to-pay research, and build the internal documentation that makes pricing decisions transparent and defensible. - **Packaging Strategy.** Design and evolve how Canary's products are packaged — what goes in which tier, what's an add-on, what's a platform play, and how the overall structure supports both new logo acquisition and expansion revenue from the existing customer base. - **Competitive and Market Intelligence.** Build and maintain a current read on how competitors price and package. Conduct willingness-to-pay research and market benchmarking on a recurring basis, from launch through maturity. - **Financial Modeling and Impact Analysis.** Build the models that underpin pricing decisions: revenue impact projections, scenario analysis, sensitivity testing, and post-change measurement. - **Cross-Functional Partnership.** Pricing decisions touch several functions. You'll work directly with each to align on strategy, testing, and implementation. - **Internal Narrative and Enablement.** You'll develop the internal frameworks, one-pagers, and training materials that help the sales team understand and sell Canary's pricing with confidence — including how to handle objections, discounting guardrails, and deal-level guidance for edge cases. ### What We’re Looking For - 6-8+ years of experience with at least 3 years focused on pricing strategy, packaging, and monetization - Strong business accumin and analytical skills - Propensity for developing a hypothesis, testing it, and building a strategy based on results - Ability to gather qualitative insights from frontline teams and customers to inform market research and pricing recommendations - Experience building, maintaining, and improving pricing frameworks - Experience working with account teams to develop ROI models and pricing proposals - Experience developing packaging architecture considering multi-product portfolios, AI solutions, and hardware and software solutions that have delivered measurable gains in ACV and revenue - Ability to garner influence cross-functionally to align product, finance and sales on pricing recommendations - Ability to clearly articulate pricing and value story to internal stakeholders and to customers via collateral **Preferred:** - Experience in B2B AI or SaaS with a multi-product portfolio, vertical SaaS, or marketplace businesses where pricing complexity is high - Exposure to usage-based or consumption, subscriptions, platform, hybrid and other pricing models - Hospitality tech or travel industry background is a genuine differentiator — understanding the economics of hotels (RevPAR, ADR, occupancy-based revenue) makes the job harder to fake and faster to execute ### Compensation *Target cash compensation ranges from $140,000 – $200,000, including a fixed annual salary and a performance-based bonus paid monthly.* *This role also includes a stock option grant, subject to board approval.* *Actual compensation will be commensurate with the candidate's skill level, experience, and specific work location.*