Head of Pricing and Packaging
All roles at JumpCloud are Remote unless otherwise specified in the Job Description.
About JumpCloud
JumpCloud’s mission is to Make Work Happen®, providing simple, secure access to corporate technology resources from any device, or any location. The JumpCloud Directory Platform gives IT, security operations, and DevOps a single, cloud-based solution to control and manage employee identities, their devices, and apply conditional access controls based on Zero Trust principals. JumpCloud® has a global user base of more than 120,000 organizations, with more than 5,000 paying customers including Cars.com, GoFundMe, Grab, ClassPass, Uplight, Beyond Finance, and Foursquare. JumpCloud has raised over $400M from world-class investors including Sapphire Ventures, General Atlantic, Sands Capital, Atlassian, and CrowdStrike.
JumpCloud is looking for an experienced pricing & packaging (P&P) lead to drive innovation, change, and alignment for our overall strategy. The role will involve investigating and evaluating pricing and packaging strategies four our existing Directory-as-a-Service® Platform, in addition to new product and service initiatives the Company is undertaking.
The P&P lead will cross-functionally collaborate with leaders across our product, revenue, marketing and executive leadership organizations to help craft new models, define strategies for new offerings, optimize packaging & pricing for existing products, and drive monetization. We are looking for someone who can balance a variety of opinions, be customer-focused, and will have the latitude to author the strategy.
In this role, you will need to be comfortable working cross-functionally with a variety of teams and have a passion for data analysis, financial modeling, and commercial strategy. Strong candidates will have a proven track record in delivering successful Pricing and Packaging strategies in SaaS software and have delivered these strategies in a fast-paced and dynamic business environment.
Essential Duties and Responsibilities:
- Work with Finance, Business Insights, Product Management, Product Marketing, Sales, and Marketing teams to create cohesive go-to-market pricing and packaging strategies for individual products, services, and our platform.
- Work with Growth Engineering teams to coordinate pricing and packaging models for purchase within the SaaS platform.
- Work with our Customer Services teams to provide strategies on pricing for service-oriented solutions.
- Ensure pricing and packaging strategy stays aligned with corporate strategic direction and goals.
- Ensure the gross margins are understood for all pricing across the product portfolio in collaboration with Finance.
- Align with Product and Engineering teams globally to ensure that strategic bundling, COGs, licensing, and packaging are synchronized with product launches.
- Assist Growth and PM leaders to facilitate in-product pricing, packaging, and delivery strategies for sales expansion.
- Work closely with Sales and Customer Expansion to meet with customers to conduct primary research and analysis.
- Deep understanding of competitive pricing strategies.
- Deep understanding of evolving SaaS pricing and packaging strategies in other verticals.
- Develop and inspect KPIs to measure progress and drive adoption of new packages for net new logos and expansion into existing partners.
- Oversee the production of reports for executive leadership in support of pricing and packaging initiatives.
- Develop a deep understanding of the company’s strategic objectives and use the knowledge to increase the operational effectiveness of various techniques related to pricing and packaging strategies.
- Assist with strategic pricing and packaging bundles for emerging lines of business.
- Oversee pricing and packaging strategy training throughout the organization in conjunction with Product Marketing and Sales Enablement teams.
- Work closely with teams to facilitate strategy around online transactional and traditional PO/invoice sales motions.
- Create and implement a plan to migrate existing client base to new pricing and/or distribution models.
- Implement packaging strategy that supports adding new functionality, pricing changes, and retiring of older packages.
- Apply advanced analytics, statistical and financial modeling tools for portfolio and product analysis to identify optimal pricing actions and analyze impacts to determine the success of pricing strategy, offers and tests.
Knowledge, Skills, and/or Abilities Required:
- 5+ years strategic pricing experience with planning and delivery in both a direct, online, and channel-sales centric environments.
- 3+ years SaaS experience in pricing / margin / packaging inclusive of relevant broad global requirements for revenue recognition.
- Experience working with geographically distributed personnel across business units and time zones.
- Experience working with large SaaS product portfolio, Platform Strategy, and subscription service offerings.
- Strong affinity for data and analysis. Deep experience with analytics, Excel, and other tooling would be helpful.
Educational/Vocational/ Previous Experience Recommendations:
- Bachelors or Masters in Finance and/or Administration or equivalent experience in related fields such as CS, Data Science, etc.
In accordance with the Colorado Equal Pay for Equal Work Act, the approximate annual compensation range for this role, depending on individual candidate level and experience, is $200,000-$250,000, including base salary and any related bonuses or commissions. JumpCloud provides comprehensive benefits, including medical, dental and vision insurance, short and long term disability, life insurance and a 401k savings plan. We have an unlimited vacation policy.
Where you’ll be working/Location:
JumpCloud is committed to being Remote First. All of our roles are remote. If a role requires you to be in a certain location or country, that will be clearly stated in the job description. All roles posted in United States locations do require that you be located within one of the 50 U.S. States.
Our Headquarters is in the Denver/Boulder, CO area. Once we reopen our offices you will have the opportunity to remain fully remote, work from one of our office locations (CO only currently) or flex your time.
Why JumpCloud?
If you thrive working in a fast, SaaS-based environment and you are passionate about solving challenging technical problems, we look forward to hearing from you! JumpCloud is an incredible place to share and grow your expertise! You’ll work with amazing talent across each department who are passionate about our mission. We’re out of the box thinkers, so your unique ideas and approaches for conceiving a product and/or feature will be welcome. You’ll have a voice in the organization as you work with a seasoned executive team, a supportive board and in a proven market that our customers are excited about.
Please submit your résumé and brief explanation about yourself and why you would be a good fit for JumpCloud. Please note JumpCloud is not accepting third party resumes at this time.
JumpCloud is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.
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