Pricing & Packaging Lead

Hightouch
North America
Workplace: RemoteFull timeUSD 200,000 - 260,000 annuallyFunction: Administration & Executive AssistanceSkills: ["Strategic thinking","Analytical reasoning","Stakeholder management","Execution","Iterative problem-solving"]

Own Hightouch’s pricing and packaging strategy end-to-end, from frameworks and price books to decision support and rollout. Partner with executive leadership and Product on how new offerings are metered, priced, and reflected on order forms—then pressure-test against real deals. Build pricing enablement tooling for 100+ AEs and govern price books in CPQ, ensuring downstream billing, ARR reporting, and margin analysis stay trustworthy.

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FursaFursa
Hightouch
Hightouch
3 days ago

Pricing & Packaging Lead

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Last checked: 11 hours agoStatus: Live

Job Summary

Own Hightouch’s pricing and packaging strategy end-to-end, from frameworks and price books to decision support and rollout. Partner with executive leadership and Product on how new offerings are metered, priced, and reflected on order forms—then pressure-test against real deals. Build pricing enablement tooling for 100+ AEs and govern price books in CPQ, ensuring downstream billing, ARR reporting, and margin analysis stay trustworthy.
Location: North America
Workplace: Remote
Employment Type: Full time
Job Function: Administration & Executive Assistance

Key Responsibilities

  • •Co-create pricing and packaging with executive and product leadership; define value metrics, tiers, platform fees, commit/drawdown mechanics, overage/true-ups, floors, and how they land on order forms.
  • •Rationalize and govern pricing frameworks by inventorying what’s sold and how it’s priced, consolidating into a coherent price book, and setting standards for discounts and renewals/expansions.
  • •Build pricing enablement and calculation tooling for the field, including calculators and scoping tools, and maintain reference documentation used by reps.
  • •Partner with Deal Desk and AEMs on large/complex deals to shape commercial structure, close gaps in the framework, and reduce deal exceptions over time.
  • •Own business requirements for product price books in CPQ and advise GTM Compensation on commission-by-product incentives based on pricing and margin dynamics.

Pay and Benefits

Salary: USD 200,000 - 260,000 annually
Equity and Bonus:Equity
Perks:Equity

Key Requirements

  • •Owned pricing and packaging at a high-growth B2B SaaS company, including product diversification or pricing-model transitions, with enterprise multi-$100K to $1M+ deal sizes.
  • •Built and managed price books (including consumption and hybrid models) with value metrics, commits/drawdowns, overage, minimums, and true-ups.
  • •Partnered directly with founders/executives to build analysis, make pricing recommendations, defend decisions, and execute even when outcomes weren’t the first choice.
  • •Built pricing models approved by Finance, including margin and revenue-impact scenarios and translating P&L levers into customer actions.
  • •Wrote pricing requirements for CPQ/quote-to-cash systems (product catalog, price book structures, pricing rules) and understands how these choices affect billing, ARR reporting, and compensation.
Experience:B2B SaaSEnterprise salesConsumption pricingCPQAI/usage-metered products
Skills:Strategic thinkingAnalytical reasoningStakeholder managementExecutionIterative problem-solving
Languages:English
Tech Stack:SQLSpreadsheetsBI toolsCPQSalesforceQuote-to-cashAI tooling

Company Brief

Hightouch
Provides a reverse ETL platform that syncs customer and product data from data warehouses to operational tools, enabling analytics-driven activation across sales, marketing, and support systems.
Industry: Data Infrastructure
Company Size: Medium (51 to 250 employees)
Growth: Scaleup
Funding: Series C
Headquarters: San Francisco, United States
Founded: 2019
WebsiteLinkedIn