Pricing Strategist & Market Intelligence Manager

About This Opportunity

We are representing a confidential cybersecurity software organization in their search for a Manager of Pricing Strategy & Market Intelligence. This is a high-impact individual contributor role within Revenue Operations, reporting to the VP of Revenue Operations. You will own pricing architecture, packaging strategy, and competitive intelligence for a mature application security platform serving enterprise customers across financial services, technology, healthcare, and government sectors.

This role sits at the intersection of commercial strategy and market analysis. You will define how products are priced and packaged, ensure pricing models align with customer buying patterns, and serve as the primary source of competitive pricing intelligence. Working closely with Product, Product Marketing, Finance, and Sales leadership, you will translate market signals into actionable pricing and go-to-market recommendations.

Responsibilities

List Pricing Architecture & Governance

• Own and maintain list pricing across all product lines, ensuring internal consistency, positive margins, and market defensibility
• Define pricing tiers, rate card structures, and discount floor policies that serve as the authoritative reference for Sales, Deal Desk, and Finance
• Drive annual and ad hoc pricing reviews, synthesizing inputs from Finance, Sales, and market intelligence into clear recommendations
• Establish pricing governance processes that prevent unauthorized discounting while maintaining competitive flexibility
• Communicate pricing changes clearly across the GTM organization with appropriate enablement

Packaging Strategy

• Partner with Product and Product Marketing to design packaging that maps to customer buying patterns and willingness-to-pay signals
• Analyze current packaging performance—identifying where it wins, creates friction, or leaves revenue on the table
• Evaluate alternative monetization models (per-seat, per-application, consumption-based, enterprise license) against customer preferences and competitive norms
• Collaborate with Finance to model margin and revenue implications of packaging changes

Competitive Pricing Intelligence

• Build and maintain ongoing competitive pricing analysis of primary application security vendors in the market
• Track competitor packaging changes, pricing model shifts, and promotional activity through primary research and field intelligence
• Synthesize competitive data into actionable guidance for Sales and strategic recommendations for leadership
• Develop and maintain a competitive pricing database with regular intelligence outputs

Customer Segmentation & ICP Refinement

• Own the customer segmentation framework, defining firmographic, technographic, and behavioral criteria for Ideal Customer Profiles
• Analyze how pricing sensitivity, deal size, and sales cycle vary across customer segments
• Identify patterns in how different customer cohorts budget for application security tooling by industry, size, geography, and tech stack
• Ensure ICP definitions are operationalized in Salesforce and reflected in lead scoring and account prioritization

Strategic Analysis

• Conduct ongoing analysis of gaps between pricing models and customer buying preferences
• Survey field intelligence and deal data to identify friction points in the commercial model
• Benchmark pricing model structure against comparable vendors and develop recommendations for model evolution
• Present findings to senior leadership with clear recommendations and explicit trade-offs
• Serve as the primary pricing resource for Sales leadership on complex strategic opportunities

What We're Looking For

Required Experience

• 3+ years of experience in pricing strategy, revenue strategy, or product pricing within enterprise SaaS or software
• Demonstrated ownership of list pricing including rate card design, tier structure, and pricing governance
• Experience developing competitive intelligence programs with direct connection to commercial outcomes
• Strong analytical skills with ability to build pricing models, margin analyses, and segmentation frameworks from scratch
• Proven ability to translate quantitative analysis into executive-ready recommendations with defensible points of view
• Experience working cross-functionally with Product, Product Marketing, Finance, and Sales
• Comfort operating as a high-impact individual contributor with full ownership accountability

Preferred Qualifications

• Experience in cybersecurity, DevSecOps, or application security markets
• Familiarity with software composition analysis, SAST, DAST, or related product categories
• Experience within a Revenue Operations or Finance-aligned structure
• Exposure to monetization model design across various pricing structures
• Proficiency in Salesforce for data analysis; familiarity with BI tools a plus

Leadership & Behavioral Profile

• Analytically rigorous with strong intellectual honesty—you distinguish between data findings and opinions transparently
• Commercially credible—you understand how enterprise software is sold, not just priced
• Highly organized and self-directed; you build your own structure and manage your own deadlines
• Effective communicator who presents complex analysis to senior audiences clearly
• Collaborative but opinionated—willing to advocate for data-supported positions

How We Work With You

Our talent team at Get A Job.ai partners with leading technology organizations to connect exceptional candidates with high-impact roles. When you apply through our platform, a dedicated recruiter will review your background and conduct an initial screening. If there's a strong match, we will submit your profile to our client for consideration and guide you through their interview process. Please apply exclusively through Get A Job.ai—direct contact with the client is not part of this process.

Pay

This position is based in the United States and offers remote/flexible work arrangements.

Equal Opportunity

Get A Job.ai is an equal opportunity employer. We consider all applicants without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran status, or any other characteristic protected by applicable law.