Senior Pricing & Packaging Director

Job description

About the Role Tricentis is in the middle of a defining commercial transformation. We are unifying a portfolio assembled through multiple acquisitions, launching new products, embedding AI across our offerings, and transitioning our business toward consumption-based pricing. We also go to market alongside a small number of strategic partners, which means our pricing and packaging decisions must be coherent across two commercial worlds. To lead this work, we are hiring a Senior Pricing & Packaging Director. This role is the operational owner of how we monetize the Tricentis portfolio — designing the pricing and packaging strategies that balance revenue predictability for Tricentis, budget predictability for our customers, time-to-market for the business, and migration realities for our installed base. This is a role for someone who thinks like a commercial operator first and a financial analyst second. The role reports to the EVP, Product Business Performance (C-Staff, Sales organization) and serves as their primary operational partner on pricing. You will have one direct report — a pricing analyst based in Manila — and access to the Project Management Organization to drive cross-functional workstreams. The role operates across US, EMEA, and APAC time zones. This role follows a hybrid work model, requiring candidates to be based in or near our Austin or Boston office and work onsite three days per week. Key Responsibilities Strategy & Vision • Own pricing and packaging across the portfolio. Design, defend, and evolve the pricing architecture for Tricentis products — list pricing, packaging structures, discount frameworks, and the rules that govern bundling and cross-sell. • Harmonize the inherited landscape. Bring coherence to the pricing models inherited through acquisition without breaking what is working. • Operationalize the consumption pricing transition. Translate the strategic direction set by the EVP, CFO, and VP Product Marketing into the analyses, packaging mechanics, migration models, and rollout plans that make the transition real. • Develop a point of view on AI monetization. Build a defensible perspective on how AI changes willingness to pay, metering, value attribution, and unit economics across the portfolio. Cross-Functional Execution • Partner across the company. Work closely with Finance on revenue and margin modeling, with Product Management on roadmap-aligned packaging, with Product Marketing on positioning and willingness-to-pay, and with Operations on the telemetry that backs every recommendation. • Challenge constructively. Work directly with Product Managers and Product Marketing Managers on price elasticity, willingness to pay, and competitive positioning by product and by segment. Push back when the analysis says one thing and the room wants another. • Bring the customer perspective in. Ensure every packaging decision is grounded in what customers will actually buy, migrate to, or churn over — not just what looks good on a slide. • Execute through the PMO. Partner with the Project Management Organization to turn pricing decisions into changes in systems, contracts, sales motions, and customer communications. Governance & Decision Cadence • Run the Pricing Steering Committee. Prepare the agenda, materials, and recommendations for the weekly Steering Committee with the EVP. • Prepare the Executive Pricing Committee. On a monthly basis, frame decisions and surface tradeoffs for the executive forum where Tricentis makes its consequential monetization choices. • Define the governance framework. Establish and maintain the policies that govern pricing changes, experiments, and exception handling — clear enough that the rest of the organization can move fast inside them. • Document the audit trail. Ensure the company has a clear record of its monetization decisions, the rationale behind them, and the results that followed. Partner Pricing Alignment • Align with strategic GTM partners. Ensure portfolio pricing decisions are coherent with those of our partners across both commercial worlds. • Price joint offerings cleanly. Design pricing for joint solutions so the economics work on both sides as partnerships evolve. Analytics, Telemetry & AI Tooling • Build the business cases. Own the financial models, scenario analyses, and customer impact assessments that back every pricing recommendation. • Instrument the data. Partner with Operations to build the telemetry — usage data, deal patterns, win/loss signals — needed to ground decisions in evidence rather than instinct. • Use our AI tools well. You will have access to our internal AI tools (including Claude) to accelerate analysis, modeling, and communication. We expect our leaders to use them efficiently. Experience Required • 10+ years of progressive experience in pricing, monetization, product strategy, or commercial strategy at enterprise software companies, with at least 3–5 years in a senior pricing-focused role. • Direct experience leading or playing a senior role in a transition to consumption-based or usage-based pricing at a B2B software company. • Track record of designing pricing and packaging across a multi-product portfolio, including post-M&A harmonization, with demonstrated ability to navigate the hard tradeoffs between consistency, migration risk, and time to market. • A demonstrated commercial mindset — you can articulate, from your own experience, why specific customers bought, why specific deals were lost, and how packaging or pricing changed the outcome. You have spent time with customers and with sellers, not just with data. • Strong analytical foundation — hands-on with Excel and financial modeling; SQL fluency strongly preferred. • Demonstrated ability to influence senior cross-functional leaders (CFO, CPO, CRO, VP-level peers) through clear thinking and strong written communication, without relying on positional authority. • Exceptional written and verbal communication — you can write a one-page brief that a C-Staff member reads and acts on, and defend a recommendation in a room of skeptical executives. • Experience working in an international, multi-time zone organization across multiple sales geographies. • Comfort using modern AI tools as part of how you work — to accelerate analysis, drafting, modeling, and communication. Preferred Experience • Curiosity and a developing point of view on how AI is reshaping enterprise software monetization. We do not expect every strong candidate to have priced AI products already — we do expect someone ready to learn fast and lean in. • Direct, hands-on experience pricing AI-enabled features or products. • Experience working with or pricing alongside strategic go-to-market partners, where joint offerings require coherent commercial design. • Familiarity with the testing, observability, or developer-tools software categories. • Experience in a PE-backed or growth-stage software company. • Experience managing or working closely with offshore analytical talent. What You Add to the Role • Ownership. When requirements collide or constraints force tradeoffs, you see the path and propose it. • Commercial instinct. You are analytical and close to customers and sellers — not the analyst behind the curtain. • Comfort with ambiguity. You are at home in a portfolio with overlapping pricing models, an evolving business model, and active integration work. • Quiet authority. You are respected for the quality of your judgment, not the volume of your opinions. • A bias toward action. You can move from analysis to recommendation to executed decision without losing rigor along the way. • Global fluency. You operate naturally across time zones, cultures, and sales geographies. Additional Information • You will work directly with C-Staff on the company’s most consequential commercial decisions, with a real seat at the table from day one. • You will help shape how a market-leading software company prices the next generation of AI-native, agentic products — a question the entire industry is still figuring out. • You will have access to modern AI tooling (including Claude) and the expectation that you will use it to multiply your leverage. • You will be supported by an offshore analyst and the PMO to drive your workstreams Tricentis is proud to be an equal opportunity workplace. Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law. Global Sanctions Compliance We comply with all applicable global sanctions and export control laws. Candidates must not be listed on any government restricted party lists (including OFAC SDN List and U.S. Commerce Department restricted lists) and must certify that their employment would not violate any sanctions or export control regulations. Candidates must notify us of any changes to their status during the application process or subsequent employment. U.S. Work Authorization: This role is not eligible for employer-sponsored work visas. Applicants must be authorized to work in the U.S. without current or future sponsorship.