Gainsight

Gainsight

Senior Director, Pricing & Packaging

USA - CA - Remote · Director · Full-time

Sponsorship not specified$215k-$230kDetected 22 days ago
Agentic AIA/B TestingProduct ManagementProduct StrategySalesforceSalesFinancial ModelingExcelCustomer SuccessResearchLeadershipCommunicationCollaborationProblem SolvingMentoring

About the role

  • We're looking for a full-time Senior Director, Pricing and Packaging to join our Sales team reporting to the EVP, GTM Strategy & Operations.
  • This role is a remote role based in The United States.
  • In this role, you'll play a key role in driving Gainsight's monetization strategy and long-term revenue growth by leading the evolution of pricing and packaging across its product portfolio, including the transition to usage- and value-based models.

Responsibilities

  • Own the end-to-end pricing and packaging strategy across Gainsight's product suite by conducting analysis, modeling options, and making recommendations that align customer value, product adoption and market dynamics
  • Develop long-term monetization strategies that support Gainsight's product roadmap and AI-driven platform evolution
  • Partner cross-functionally with Product, Sales, RevOps and Finance to ensure monetization strategies are aligned with customer needs and company goals
  • Partner with and oversee deliverables from external pricing consultancies as needed
  • Lead pricing and packaging design for new products and launches in partnership with the product GMs
  • Design and evolve value metrics, tiering and packaging strategy, bundling, cross-sell and upsell motions and a cross-functional governance process
  • Build and maintain financial models to forecast the impact of pricing and packaging changes, partnering with Finance to support business case development
  • Partner with RevOps on our CPQ transformation
  • Support acquisition integration from a pricing/packaging perspective by assessing commercial models and contributing to launch plans
  • We're building the AI-driven future of customer success, from retention to growth!

Requirements

  • 10+ years of experience in pricing strategy, business operations, or GTM strategy, ideally in B2B SaaS or technology
  • Experience conducting competitive and market research with the ability to turn insights into clear recommendations
  • Ability to communicate clearly and influence stakeholders across teams, from Product to Sales to Finance
  • Familiarity with SaaS business models, usage and outcome based pricing and product-led or AI-driven GTM strategies
  • Ability to translate data insights into actionable pricing strategies

Skills

  • Experience working in a PE-backed company or high-growth SaaS environment
  • Prior experience in pricing consulting or strategic pricing advisory strongly preferred (e.g., Simon-Kucher, Teneo, BCG, etc.)
  • Experience leading pricing transformations at growth-stage or enterprise SaaS companies
  • Pricing experience with leading product launches, packaging changes, or monetization experimentation
  • Salesforce CPQ experience

Compensation

  • The starting base salary range for this role is $215,000 - $230,000 USD annually.

Benefits

  • This role is also eligible for commission based on performance and participation in Gainsight's equity program.
  • Additional benefits include a $10,000 lifetime fertility stipend and access to coworking spaces around the globe.
  • More than 2,000 companies trust Gainsight's applications and AI agents to drive learning, adoption, community connection, and success for their customers.
  • With a growing suite of products across customer success, product experience, community, education, and AI-powered relationship intelligence, we continue to evolve with the needs of our customers.

Company info

  • We are guided by our values and our mission to be living proof you can win in business while being Human-First.
  • Learn more here https://www.gainsight.com/company/.
  • When people with diverse strengths, a strong sense of community, and true passion for our mission come together, they drive greater impact and create lasting value.
  • At Gainsight, we believe great work happens when teammates feel fully supported.
  • Our Core Values: We are guided by our values and our mission to be living proof you can win in business while being Human-First.
  • We offer a comprehensive benefits package including fully covered medical premiums (employee-only), flexible PTO, 401(k) plan, dental and vision coverage, and remote work options.

Equal opportunity

  • We're committed to creating an inclusive, fair, and transparent hiring process.
  • As an equal opportunity employer, we celebrate diversity and are committed to creating a welcoming experience for all candidates.
  • If you require accommodations or have questions about how your personal data will be used during the hiring process, please let the recruiting team know.
  • If you are based in San Francisco, we will consider qualified applicants with arrest and conviction records, in accordance with the San Francisco Fair Chance Ordinance.
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This listing is sourced directly from Gainsight's careers page and normalized into a canonical job model.