Smartsheet

Sr. Director, Pricing & Packaging

Bellevue, WA, USA · Director · Full-time

Sponsorship not specified$10k-$15kDetected 25 days ago

Data ScienceA/B TestingSalesFinancial ModelingCustomer SuccessResearchLeadershipCommunicationCollaboration

About the role

That is magic at work, and it's what we show up for every day.
You will report to the VP of Product Management located in our Bellevue, WA office, or you may work remotely from anywhere in the US where Smartsheet is a registered employer.
In addition, this role will be eligible for a market competitive incentive opportunity.

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter.
Own end-to-end pricing & packaging for Smartsheet's global product portfolio, leading a major commercial transformation from traditional seat-based licensing to modern consumption‑ and value‑based monetization, with AI as a core value driver.
This is a highly visible, hands‑on operator role that turns strategy into execution and builds a scalable, data‑driven pricing engine.
Lead structured customer and market research, including willingness‑to‑pay studies, segmentation analyses, and competitive benchmarking.
Design and run experiments and pilots (A/B tests, regional rollouts, cohort migrations) to validate price levels, packaging structures, and value metrics before global deployment.
Partner with Data Science / BI to model revenue and margin impact of proposed changes; stress‑test scenarios and downside risks, and establish clear "go / no‑go" criteria.
Lead and coordinate a small, high performing team (currently ~3 FTE) without direct reports initially, while upgrading capabilities in analytics, operations, and experimentation.
Coach and develop team members, including managing transition and knowledge transfer from current resources; ensure continuity while raising the bar.
Let's build what's next, together.
Personal paid Volunteer Day to support our community

10-15+ years in B2B SaaS / cloud, with at least 5+ years in a dedicated pricing, monetization, or commercial strategy leadership role (e.g., Senior Director / VP Pricing & Packaging, Monetization, Commercial Strategy).
Deep experience in multi‑product, multi‑segment SaaS environments where packaging, bundling, and upgrade paths are core growth levers.

Translate current pricing strategy work into an executable monetization roadmap, including sequencing of changes and risk management.
run a regular pricing governance forum with executive stakeholders.
Act as the senior "voice of pricing" with the executive team, providing clear recommendations and trade‑off frameworks.
Define value metrics and units of consumption that align to customer outcomes and usage patterns, while keeping constructs simple and understandable.

Coordinate with Legal and Finance on contract structures, terms, and revenue recognition implications of new models.

US employees receive 12 paid holidays per year
Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from.
US Base Salary Pay Range
$263,750 - $306,250 USD

Employer subsidized medical/vision and dental coverage for full-time employees
Monthly stipend to support your work and productivity
Flexible Time Away Program, plus Sick Time Off
US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans
Up to 24 weeks of Parental Leave
Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account
Exposure to private‑equity‑backed environments and value‑creation programs.
Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location.

Now, in our most ambitious chapter yet, we are uniting human teams with AI agents.
By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking.
We welcome diverse perspectives and nontraditional paths-because we know that impact comes from individuals who care deeply and challenge thoughtfully.

Employer:
Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, and India. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.
If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.
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This listing is sourced directly from Smartsheet's careers page and normalized into a canonical job model.