Pricing & Packaging Director

Job description

1Password is growing. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing. About 1Password At 1Password, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market-leading enterprise password manager and pioneered Unified Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human-centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust 1Password to help their teams securely adopt the SaaS and AI tools they need to do their best work. If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast-paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future. We’re looking for a Pricing & Packaging Director who has a strong SaaS and cloud service pricing background, a firm grasp of value based pricing, understands how to achieve growth objectives through pricing strategy, and is adept at leading, influencing, and inspiring collaboration across cross-functional teams. In this role, you will partner directly with GTM Leadership, Marketing, Product Marketing, Product Management, and Finance to help define and deliver the next generation of pricing and packaging for 1Password’s product portfolio. You will be accountable for developing and executing pricing strategies for new and existing products, designing new packaging options and customer upgrade paths, and evaluating pricing performance. You will be responsible for establishing the optimal features of each package. You will develop the price and discount curves for our growing portfolio of products, accounting for external factors such as customer and competitor behavior, market trends, and internal factors such as COGS and margin goals. Your primary measures of success will be ARR maximization, customer lifetime value optimization, and margin attainment. You will thrive at 1Password if you have a thirst to win and see pricing and packaging as a strategic tool in our GTM toolkit. The scope of this role traverses a broad range of customer segments – from large enterprises, mid-sized and small businesses to individual consumers. Mastery of SaaS pricing models, exceptional analytical skills, and a track record of driving and executing upon successful monetization strategies across a diverse array of segments, industries, and regions is a non-negotiable requirement for this role. This is a remote opportunity within Canada and the US. What you can expect: - Collaborate closely with senior leadership to create pricing and packaging strategies that unlock significant incremental new business and expansion ARR growth. - Identify and understand customer value drivers through market research, segmentation, and customer willingness to pay. - Lead the collection and analysis of market data, industry trends, and pricing competitive intelligence to inform strategic decision-making and go-to-market strategies. - Refine pricing and packaging models for new and existing products aligned with 1Password growth and profitability goals. - Lead the repackaging of the B2B offering with multi-tier packaging to capture value up and down the market. - Partner with product marketing to create the packaging and pricing for new products during the new product launch process. Assess market and customer price sensitivity, competitor pricing, and 1Password financial objectives in new and adjacent categories to establish initial pricing, and test pricing post-launch. - Develop the pricing strategy to support the sales of our core products through distributors, resellers, and MSPs in North America, EMEA, and APJ. - Create pricing and packaging options for monetizing advanced support and/or professional services offerings. - Evaluate opportunities to lower or raise pricing in B2C and B2B offers to maximize market share capture and customer lifetime value. - Partner with product and technology teams to simplify and improve the efficiencies of product-led growth (PLG) self-service renewal motion, incentivizing upgrades to the next product tier and optimizing renewal rates. - Develop a programmatic promotions framework in partnership with GTM, and then deliver promotions to accelerate and unblock new business pipeline, incentivize expansion and renewals, and make it simple for current customers to adopt new products when launched. - Formalize pricing operations and establish durable pricing guidelines and a governance model. Deliver a method to experiment with pricing or packaging over time. - Assess operational and alignment issues with historical and current pricing and packaging, develop a roadmap to reduce the ‘legacy pricing and packaging debt’ over time, then prioritize and execute the work. - Iterate and optimize the portfolio of product and services packages to complement additions and enhancements to the product suite in order to ensure customers are successful throughout their lifecycle. - Deliver regular updates to executive leadership, offering actionable proposals and recommendations based on market intelligence, competitive intelligence and Voice of Customer insights. - Train organization on new pricing and packaging through direct participation in Billing and Revenue Operations team meetings, GTM enablement sessions, and town hall meeting presentations. - Act as the primary point of contact for all pricing questions for cross functional teams, partners and analysts. What we're looking for - 10+ years in pricing, strategy, finance, or a combination of relevant functions with in-depth knowledge of SaaS business models and subscription pricing - Hands-on experience with proven impact developing pricing and packaging strategies that maximize revenue and profitability across new and existing products, and across a range of customer segments. - Experience across North America, EMEA, and APJ markets and with direct-to-consumer, PLG and sales-driven GTM motions. - Deep experience working with finance teams to develop financial models that evaluate product margins and the impact of pricing changes on ARR and LTV - Exceptional analytical skills and comfort working with quantitative and qualitative analyses, financial modeling, sensitivity analyses, pricing studies, and pricing research. - Excellent business acumen to evaluate and analyze key business drivers, risks and opportunities. - Strong collaborator able to influence cross-functional teams and leverage partners across product, marketing, sales, finance, and data to execute the work that activates the pricing and packaging strategy. - Effective communicator that can drive a clear narrative on pricing analyses and recommendations for an executive leadership audience, building consensus and resolving conflict across all levels of the organization. - A strategist and operator that can translate strategy into actionable plans, and also guide a team to efficiently execute on those plans in an ambiguous and high-growth environment. - Growth mindset that continuously evaluates and refines approaches based on feedback to ultimately maximize impact and effectiveness for the business, customers and the people you work with. USA-based roles only: The annual base salary for this role is between $176,000 USD and $264,000 USD, plus immediate participation in 1Password's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs. Canada-based roles only: The annual base salary for this role is between $160,000CAD and $240,000 CAD, plus immediate participation in 1Password’s generous benefits program (health, dental, RRSP and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs. At 1Password, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set. This posting is for an existing vacancy. Our culture At 1Password, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first. You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, 1Password is not for everyone https://blog.1password.com/inside-the-culture-powering-1passwords-next-chapter/. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results. How we work with AI We are committed to leveraging cutting-edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged—it's an essential part of how we will be successful at 1Password. This approach extends to our hiring process—candidates are welcome to use AI tools responsibly and thoughtfully during the application process. Our approach to remote work We believe in the power of remote work, but recognize that in-person connection is important to help us achieve our mission. While we are a remote-first company, travel for in-person engagement is a part of almost all roles, and we require our employees to be ready and willing to take part. Frequency will depend on role and responsibilities, and may include, but is not limited to: annual department-wide offsites, team meetings, and customer/industry events. What we offer We believe in working hard, and rewarding that hard work through our benefits. While not an exhaustive list, here is a glance at what we currently offer: Health and wellbeing 👶 Maternity and parental leave top-up programs 🩺 Competitive health benefits 🏝 Generous PTO policy Growth and future 📈 RSU program for most employees 💸 Retirement matching program 🔑 Free 1Password account Community 🤝 Paid volunteer days 🏆 Peer-to-peer recognition through Bonusly 🌎 Remote-first work environment *Some roles in our GTM team are currently being hired for in-person hybrid work in Toronto and Austin. These roles will specify on the posting. You belong here. 1Password is proud to be an equal opportunity employer. We are committed to fostering an inclusive, diverse and equitable workplace that is built on trust, support and respect. We welcome all individuals and do not discriminate on the basis of gender identity and expression, race, ethnicity, disability, sexual orientation, colour, religion, creed, gender, national origin, age, marital status, pregnancy, sex, citizenship, education, languages spoken or veteran status. Be yourself, find your people and share the things you love. Accommodation is available upon request at any point during our recruitment process. If you require an accommodation, please speak to your talent acquisition partner or email us at nextbit@agilebits.com and we’ll work to meet your needs. Remote work is a part of our DNA. Given that our company was founded remotely in 2005, we can safely say we're experts at building remote culture. That said, remote work at 1Password does mean working from your home country. If you've got questions or concerns about this, your talent partner would be happy to address them with you. Successful applicants will be required to complete a background check that may consist of prior employment verification, reference checks, education confirmation, criminal background, publicly available social media, credit history, or other information, as permitted by local law. 1Password uses artificial intelligence (AI) and machine learning (ML) technologies, including natural language processing and predictive analytics, to assist in the initial screening of employment applications and improve our recruitment process. See here https://www.ashbyhq.com/downloadables/ashby-bias-audit-08-2024.pdf for the latest third party bias audit information. If you prefer not to have your application assessed using AI/ML features, you may opt out by completing this form https://jobs.ashbyhq.com/1password/automation-notice. For additional information see our Candidate Privacy Notice https://1password.com/files/candidate-privacy-notice.pdf.