VP, Pricing & Packaging

Role overview Own pricing and packaging strategy across an identity security portfolio that spans workforce, workload, and AI identity, including newer categories like non-human identity governance and consumption-based licensing. This is a horizontal executive role, peer to the general managers of each product line, reporting to the Chief Product Officer. The position builds monetization into a professional discipline, partnering closely with product management, product marketing, sales, and finance.

Responsibilities - Define pricing and packaging architecture across the portfolio, including tiering, licensing metrics, add-on structure, and bundling. - Drive proposal quality into a monthly pricing committee, owning the analysis, financial model, recommendation, and action register through closure. - Set and enforce discount governance, including band policy and the guardrails behind it. - Shape monetization approaches for emerging categories such as non-human identity governance, AI agent identity, and consumption-based licensing. - Ensure commercial readiness at launch so packaging and pricing ship with the product. - Maintain the single source of truth for pricing, packaging, and quoting guidance, partnering with product marketing on seller enablement. - Track price realization, attach rate, and competitive position, informed by competitor pricing, market benchmarks, and win/loss data.

Requirements - 12+ years across pricing strategy, monetization, product management, or product marketing, including 5+ years owning pricing as a named function. - A track record of building a monetization function where none previously existed: cadence, governance, documentation, and analytical bench. - Experience preparing and defending recommendations to a formal pricing committee or equivalent decision body. - Demonstrated design of tiered packaging for enterprise software, with strong financial modeling skills across pricing impact, ARR and expansion, and discount optimization. - Credibility with executive peers, holding a position on pricing under pressure without direct authority over sales or finance.

Nice to have - Background in cybersecurity or identity security, including PAM, IAM, SIEM, or endpoint, with exposure to non-human identity, machine identity, or secrets management. - Hands-on experience with consumption-, usage-, or outcome-based pricing models alongside seat-based subscription. - Working knowledge of CPQ platforms such as Salesforce CPQ or Apttus, plus experience pricing through M&A integration or a major commercial model transition; MBA a plus.

Benefits and work setup - Competitive salaries with a meaningful bonus program - Healthcare insurance - Pension or retirement matching - Comprehensive life insurance - Employee Assistance Program - Generous time off plans and paid company holidays - A culture described as collaborative, with strong values around spirited execution, trust, respect, ownership, nimbleness, and global perspective