AI Pricing Strategist
The Opportunity
As a Principal AI Pricing Strategist supporting Blackbaud’s Product Organization, you will partner directly with Product P&L owners to design, test, and scale monetization for new innovative pricing models including AI enabled capabilities across our portfolio. You’ll own the pricing and packaging due diligence process for assigned product lines, guiding the evolution from adoption oriented approaches to sustainable, value aligned monetization as customer use cases and technology maturity progress. Your work will balance customer value, willingness to pay, and cost to serve with clear operational guardrails, ensuring price realization and healthy product margins while accelerating sustained customer adoption.
Our models span license based, usage based, outcome/performance based, and hybrid constructs commonly used in SaaS and AI monetization. We approach monetization as an iterative journey. Pricing models and packaging should evolve as adoption, capability complexity, and customer value realization increase. As such this role requires agile thinking, decision making and actionable execution plans as we continue to evolve our monetization strategy across products, services and transactional offerings.AI monetization is a moving target. We believe models and packaging should evolve as value realization and customer sophistication grow, balancing adoption with disciplined price capture and margin health. This role ensures our product leaders have a trusted partner to navigate that evolution with data, experiments, and operational excellence.
What You’ll Do
- Act as the pricing lead for assigned product lines. Define and test new AI packaging and pricing strategies and recommend when to prioritize adoption vs. direct monetization
- Partner with Product GMs/P&L owners to build a multi‑phase monetization roadmap that evolves with use‑case maturity setting decision gates, KPIs, and guardrails for when to pivot from trial/adoption to scaled monetization.
- Design and model pricing constructs and run sensitivity scenarios that incorporate AI cost drivers to protect margins
- Define telemetry requirements and entitlement controls that enable scalable usage management and predictable economics.
- Lead concept testing, A/B pilots, and controlled rollouts; synthesize customer feedback to refine offers and price fences.
- Collaborate with Deal Desk, Finance, and Legal to translate pricing policies into operational workflows that increase approval velocity without sacrificing governance.
- Create rate cards, SKU structures, discount guidelines, and upgrade pathways; train Product Management and GTM on the “how” and “why” behind AI pricing decisions.
- Own price realization and margin outcomes. Monitor attach rates, price capture, usage vs. entitlement, and cost‑to‑serve; recommend continuous improvements to maximize value capture while maintaining customer trust.
What we'll want you to have
- 7+ years in pricing strategy/product monetization for SaaS; 2+ years working on AI enabled products
- 3+ years demonstrated results in development, test and launch of license based, usage based, outcome/performance based, and hybrid pricing models; ability to select and adapt constructs over time.
- Strong financial modeling incorporating AI model/token economics and inference cost variability.
- Experience partnering with Product GMs/P&L owners and influencing cross‑functional teams (Product, Finance, Legal, Sales Ops/Deal Desk) without formal authority.
- Familiarity with SaaS O2C, entitlement/metering, CPQ, and data/telemetry instrumentation for pricing analytics.
- Exceptional communication skills—able to translate complex pricing tradeoffs into clear, customer centric narratives.
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Blackbaud powers social impact through purpose‑driven technology and responsible AI. Guided by our Intelligence for Good® vision, we’re building a culture where innovation, trust, and human expertise come together to help organizations make a greater difference in the world.
Blackbaud is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.
The starting base pay is $87,700.00 to $114,200.00. Blackbaud may pay more or less based on employee qualifications, market value, Company finances, and other operational considerations.Benefits Include:
Medical, dental, and vision insurance
Remote-flexible workforce
Wellness Programs
401(k) program with employer match
Flexible paid time off
Generous Parental Leave
Donations for Doers
Pet insurance, legal and identity protection
Tuition reimbursement program
What We Do
Blackbaud unleashes the potential of the people and organizations who change the world. As the leading software provider exclusively dedicated to powering social impact, Blackbaud expands what is possible across the nonprofit and education sectors, at companies committed to social responsibility, and for individual change makers. Built specifically for fundraising, nonprofit financial management, digital giving, grantmaking, corporate social responsibility and education management, Blackbaud’s essential software accelerates impact through unmatched expertise and powerful data intelligence. Millions of people across more than 100 countries connect, give, learn, and engage through Blackbaud platforms.
Why Work With Us
We’re here to fuel impact that creates a better, more connected world. When nonprofits, social impact teams, schools and individual change-makers have powerful and effective foundational infrastructure, they transform our communities and our world.
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