Head of Pricing and Packaging

Description

Sprout Social is hiring a Head of Pricing and Packaging to join the Marketing team. This role will report to the Vice President, Revenue Marketing.

Why join Sprout’s Marketing team?

As a member of Sprout’s Marketing department, you’re an integral part of empowering and inspiring our customers and driving the growth of our business. As a true partner to Sales and Success, we are accountable to—and responsible for—driving significant revenue through new business acquisition and customer growth. Together, we make up our revenue organization where we lead our go-to-market strategy and establish our goals as one unified team. We put our customers at the center, we’re driven by results and passionate about our impact on the overall strength and health of Sprout. As individuals, there’s no shortage of opportunities to learn and grow in your current role and beyond. Here, we just really want you to do your best work, be creative, take risks and make mistakes.

What you’ll do

• Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback.
• Lead a small team of pricing strategists.
• Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data.
• Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making.
• Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results.
• Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs.
• Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out.

What you’ll bring

Sprout Social is seeking a Head of Pricing and Packaging to own the development of pricing and packaging strategies for our global product portfolio. In this role, you will be the key driver of strategic pricing decisions for the organization, fully owning our pricing and packaging strategy, with a material impact on Sprout’s monetization and revenue. We are looking for an authentic, strategic leader who can confidently bring together cross-functional teams, provide a data-driven point of view and cultivate a high-performing strategy and team.

The minimum qualifications for this role include:

• 12+ years of experience working in SaaS businesses.
• 5+ years of experience leading pricing and packaging work for a B2B SaaS organization, including 3+ years managing teams.
• Familiarity with user-based pricing and alternate pricing models, self-serve and sales-led go-to-market motions and Mid Market / Enterprise customer buying behavior  
• Deep experience with SaaS pricing models, tools, and processes. You will have had direct experience running pricing analysis, including Van Westendorp analysis, Gabor Granger and Max Diff.
• Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams. 

Preferred qualifications for this role include:

• Experience working with pricing platforms such as Qualtrics, Conjointly, etc
• Undergraduate degree in a STEM discipline; advanced STEM degree is a plus 

How you’ll grow

Within 1 month, you’ll plant your roots, including:

• Learn about Sprout’s product, customers, pricing and packaging structure, and go-to-market motions.
• Partner with Revenue Marketing leadership to set initial priorities and align on expectations for your role
• Understand past and present pricing initiatives and their impact
• Meet with other key partners across the business, in sales, marketing, product, customer success and finance to learn about the scope of their work and areas of opportunity

Within 3 months, you’ll start hitting your stride by:

• Begin developing a strategy for pricing and packaging at Sprout Social, and begin implementing quick wins
• Identifying where gaps in data and analysis exist and begin getting that information, including price sensitivity analysis and packaging research
• Leading the pricing and packaging council, where you will drive executive alignment, decision making, and organizational prioritization of key pricing and packaging decisions

Within 6 months, you’ll be making a clear impact through:

• Implementing meaningful changes to our pricing and packaging that begin to drive significant global revenue
• Measuring, reporting, understanding, and acting on the impacts of these changes

Within 12 months, you’ll make this role your own by:

• Tested, failed, learned, and applied new strategies and tactics to our pricing and packaging
• Continuing to evolve our pricing strategy and sophistication
• Consistently measuring, analyzing, and communicating pricing impact and performance
• Surprise us! Use your unique ideas and abilities to change Sprout in beneficial ways that we haven’t even considered yet.

Of course, what is outlined above is the ideal timeline, but things may shift based on business needs. Other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance, like our flexible paid time off and parental leave program 
• High-quality and well-maintained equipment—your computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental well-being of our team
• Ongoing education and development opportunities via our Grow@Sprout program and  employee-led diversity, equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Whenever possible, Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However, we are not set up in all states, so please look at the drop-down box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office, it will be evident in the job listing and your offer letter.

The base pay range for this role is $190,000.00-$235,000.00 USD annually. Individual base pay is based on various factors, including relevant experience and skills, the responsibility of the role, and job duties/requirements. In addition to base pay, some Sales and Success roles can earn sales incentives. 

Sprout’s compensation ranges are intentionally broad to allow for our team members' growth within their role. These ranges were determined by a market-based compensation approach; we used data from trusted third-party compensation sources to set equitable, consistent and competitive ranges. We also evaluate compensation bi-annually, identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

Base pay is only one element of an employee's total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprout’s equity plan. Employees (and their dependents) are covered by medical, dental, vision, basic life, accidental death, and dismemberment insurance, and Modern Health (a wellness benefit).  Employees are able to enroll in Sprout’s company’s 401k plan, in which Sprout will match 50% of your contributions up to 6% with a maximum contribution. Sprout offers “Flexible Paid Time Off” and ten paid holidays. We have outlined the various components to an employee’s full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity- race, color, religion, national origin or ancestry, sex (including sexual identity), age, physical or mental disability, pregnancy, veteran or military status, unfavorable discharge from military service, genetic information, sexual orientation, marital status, order of protection status, citizenship status, arrest record or expunged or sealed convictions, or any other legally recognized protected basis under federal, state, or local law. Learn more about our commitment to diversity, equity and inclusion in our latest DEI Report.

If you need a reasonable accommodation for any part of the employment process, please contact us by email at accommodations@sproutsocial.com and let us know the nature of your request and your contact information. We'll do all we can to ensure you're set up for success during our interview process while upholding your privacy, including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity, please click here (1) Equal Opportunity Employment Poster  (2) Sprout Social's Affirmative Action Statement (3) Pay Transparency Statement. 

When you apply for employment with Sprout Social, we will process your job applicant data, including your employment and education history, transcript, writing samples, and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software, Inc., and Crosschq, Inc., cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controller’s behalf. Accordingly, if you are located outside of the United States, by clicking “Submit Application” on this site, you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our Privacy Policy. California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally, Sprout Social participates in the E-Verify program in certain locations, as required by law. 

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