Black Duck Software, Inc.

Black Duck Software, Inc.

Pricing Strategist & Market Intelligence Manager

REMCN - Remote Canada, US - United States · Vp

Sponsorship not specified$94k-$130kDetected 20 days ago
GitData VisualizationCybersecuritySalesforceSalesOutbound SalesExcelProcurementCadenceResearchLeadershipCommunicationCollaborationOrganizational Skills

About the role

  • Establish pricing governance processes that prevent unauthorized discounting while giving Sales the flexibility needed to compete effectively
  • Evaluate alternative monetization models (e.g., per-developer seat, per-application, consumption-based, enterprise license) against customer preference data and competitive norms, and make data-driven recommendations on model structure
  • Track competitor packaging changes, pricing model shifts, promotional activity, and market positioning through primary and secondary research, field intelligence, and available third-party sources

Responsibilities

  • Own and maintain Black Duck's list pricing across all product lines, ensuring prices are internally consistent, margin-positive, and defensible in the market
  • Partner with Product and Product Marketing to design and evolve packaging that maps to customer buying patterns, use case clusters, and willingness-to-pay signals
  • Collaborate with Finance to model the margin and revenue implications of packaging changes before they are implemented
  • Build and maintain a rigorous, ongoing view of how Black Duck's primary competitors - including Snyk, Veracode, Checkmarx, GitHub Advanced Security, and other emerging players - structure and position their pricing in the market
  • Black Duck Software is looking for a Manager of Pricing Strategy & Market Intelligence to own how we price, package, and position our products in the market.
  • Analyze how pricing sensitivity, deal size, sales cycle length, and product adoption vary across customer segments - and use those findings to inform territory design, quota setting, and GTM prioritization

Requirements

  • 3+ years of experience in pricing strategy, revenue strategy, product pricing, or a closely related function within enterprise SaaS or software
  • Proven ability to translate quantitative analysis and market research into clear, executive-ready recommendations with a defensible point of view
  • Experience working cross-functionally with Product, Product Marketing, Finance, and Sales in a collaborative but structured model
  • Comfort operating as a high-impact individual contributor - you are the function, not the manager of the function, and you take ownership accordingly

Nice to have

  • Experience in cybersecurity, DevSecOps, or application security markets - or in a comparable technical B2B software environment with complex buyer dynamics
  • Familiarity with software composition analysis, SAST, DAST, or related AppSec product categories and their competitive landscapes
  • Experience working within a Revenue Operations or Finance-aligned structure, as distinct from a Sales-embedded or Product-embedded pricing role
  • Proficiency in Salesforce for data pulls and segmentation analysis
  • familiarity with BI tools (e.g., Tableau, Power BI) a plus
  • Analytically rigorous with strong intellectual honesty - you distinguish between what the data shows and what you think, and you are transparent about both
  • Commercially credible - you understand how enterprise software is sold, not just how it is priced, and that context shapes the quality of your recommendations
  • Highly organized and self-directed

Skills

  • Manager, Pricing Strategy & Market Intelligence
  • Revenue Operations | Reports to VP, Revenue Operations | Remote / Flexible

Compensation

  • $94,000 - $130,000 USD
  • Black Duck complies with all applicable
  • Drive annual and ad hoc pricing reviews, synthesizing inputs from Finance (margin targets), Sales (field feedback), and Market Intelligence (competitive positioning) into clear pricing recommendations

Company info

  • You will also serve as the company's primary source of competitive pricing intelligence and customer segmentation analysis - translating market signals into pricing and GTM recommendations that influence how we go to market.

Equal opportunity

  • Black Duck is an equal opportunity employer.
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