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Director of Pricing & Monetization

https://www.pagerduty.com Logo

PagerDuty

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Location:
United States , Atlanta

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Category:
IT - Administration

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Contract Type:
Not provided

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Salary:

180000.00 - 303600.00 USD / Year
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Job Description:

PagerDuty is seeking a Director of Pricing & Monetization to own the strategy and execution of how we package, price, and monetize our Operations Cloud platform. This role sits within our Product Development organization and reports to the VP of Product Strategy & Growth. This is a product-first role. You'll bring the same rigor to pricing that a great PM brings to a product: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes. You'll also be the connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results. This role owns the full lifecycle from recommendation to implementation to operations. You'll be the decision-maker on deal desk, discounting, and promotions in real-time.

Job Responsibility:

  • Define and evolve PagerDuty's packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — in partnership with Product and Engineering
  • Build and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early, not as an afterthought
  • Lead SKU design and experimentation: develop frameworks for how we create, test, and iterate on packaging changes quickly and safely
  • Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue Systems
  • Provide pricing and packaging leadership to other product teams across the portfolio
  • Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials
  • Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communication
  • Track and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segment
  • Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impact
  • Get in front of customers regularly to pressure-test pricing assumptions and surface friction points
  • Partner with executive leadership to align pricing strategy with company-level ARR and growth targets
  • Lead and grow an existing small team

Requirements:

  • 10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization
  • Demonstrated experience owning packaging architecture and feature tiering decisions — not just supporting them
  • Track record of running pricing experiments and measuring commercial impact
  • Strong cross-functional credibility with Sales, Finance, Product, and Go-To-Market leadership
  • Experience managing pricing change in the field — migrations, repackaging, new monetization models — with the communication skills to bring stakeholders along
  • Ability to mentor and grow other pricing and product roles

Nice to have:

  • Experience at a company during transition to usage-based or consumption pricing
  • Familiarity with monetization infrastructure (entitlements, billing systems, SKU tooling)
  • Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerations
  • Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR
What we offer:
  • Competitive salary
  • Comprehensive benefits package
  • Flexible work arrangements
  • Company equity
  • ESPP (Employee Stock Purchase Program)
  • Retirement or pension plan
  • Generous paid vacation time
  • Paid holidays and sick leave
  • Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
  • Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent
  • Paid volunteer time off: 20 hours per year
  • Company-wide hack weeks
  • Mental wellness programs

Additional Information:

Job Posted:
April 16, 2026

Employment Type:
Fulltime
Work Type:
Hybrid work
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