VP, Pricing & Packaging

Delinea
Redwood City, California
Workplace: RemoteFull timeUSD 300,000 - 340,000 annuallyFunction: Communications, PR & CommunityExperience: 12+ yearsSkills: ["Executive communication","Analytical modeling","Governance","Strategic decision-making","Ownership"]

Own pricing and packaging across the portfolio, including tiering, licensing metrics, add-ons, and bundling. Build pricing architecture and ensure high-quality recommendations for the monthly Price Committee, including financial modeling, discount governance, and action follow-through. Drive monetization for new categories (including NHI governance, AI agent identity, StrongDM, and consumption-based licensing) and partner on launch readiness with Product Marketing to establish pricing as the single source of truth for quoting guidance and enablement.

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FursaFursa
Delinea
Delinea
2 days ago

VP, Pricing & Packaging

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Source: Company careers pageValidated by: Fursa AI
Last checked: 10 hours agoStatus: Live

Job Summary

Own pricing and packaging across the portfolio, including tiering, licensing metrics, add-ons, and bundling. Build pricing architecture and ensure high-quality recommendations for the monthly Price Committee, including financial modeling, discount governance, and action follow-through. Drive monetization for new categories (including NHI governance, AI agent identity, StrongDM, and consumption-based licensing) and partner on launch readiness with Product Marketing to establish pricing as the single source of truth for quoting guidance and enablement.
Location: Redwood City, California
Workplace: Remote
Employment Type: Full time
Job Function: Communications, PR & Community
Seniority: Sr. Director level

Key Responsibilities

  • •Define pricing and packaging architecture across the portfolio, including tiering, licensing metrics, add-ons, and bundling.
  • •Deliver analysis, financial modeling, recommendations, and action-register follow-through into the monthly Price Committee.
  • •Set discount governance, including band policy and the guardrails behind it.
  • •Create monetization for new categories such as NHI governance, AI agent identity, StrongDM, and consumption-based licensing.
  • •Own the single source of truth for pricing, packaging, and quoting guidance; partner with Product Marketing for seller enablement and launch readiness.

Pay and Benefits

Salary: USD 300,000 - 340,000 annually
Equity and Bonus:Equity
Perks:Health InsurancePensionLife InsuranceEmployee AssistancePaid Leave

Key Requirements

  • •12+ years across pricing strategy, monetization, product management, or product marketing, including 5+ years owning pricing as a named function.
  • •Built a monetization function from scratch (cadence, governance, documentation, analytical bench).
  • •Prepared and defended recommendations to a formal pricing committee or equivalent decision body.
  • •Designed tiered packaging for enterprise software and delivered strong financial modeling (pricing impact, ARR, expansion, discount optimization).
  • •Demonstrated credibility with executive peers, defending pricing decisions under pressure without direct sales/finance authority.
Experience:12+ yearsPricing strategyMonetizationEnterprise softwareCybersecurityIdentity security
Skills:Executive communicationAnalytical modelingGovernanceStrategic decision-makingOwnership
Tech Stack:Salesforce CPQApttus

Company Brief

Delinea
Provides privileged access management and identity security solutions that centralize authorization for human and machine identities, securing hybrid-cloud infrastructure, applications, and data for enterprises worldwide.
Industry: Cybersecurity
Company Size: Enterprise (1,001+ employees)
Revenue: USD 250M to 500M
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Private Equity Backed
Headquarters: San Francisco, United States
Founded: 2004
Glassdoor
Glassdoor: 3.6
WebsiteLinkedInGlassdoor