Head of Pricing & Packaging

San Francisco · Remotefull timeRemote

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senior

$179k–$263k

H1B: yes

Zip The Head of Pricing & Packaging at Zip owns the entire pricing and packaging function, including strategy, governance, and operations. This role involves building pricing models, running research, and leading cross-functional alignment without formal authority.

Responsibilities

Pricing is one of the biggest levers Zip has to capture the value we create for customers, and today it is shared across Product, Deal Strategy/Ops, and Product Marketing. As Zip's first Head of Pricing & Packaging, you will own pricing and packaging as one function, with a single strategy, a single set of rules, and a single process for getting new products to the field.
You own the whole function: strategy, packaging, governance, and the operating rhythm. There is no existing team, playbook, or system to inherit.
You are both the strategist and the doer. You will build the models, run the research, write the policies, and make the call, then defend it in front of founders and the executive team.
Headcount will be earned. You will decide what the function needs, size it, and make the business case for it. Expect to start as a team of one.
Pricing strategy and packaging
Own pricing strategy across Zip's portfolio, including new product and module pricing, packaging tiers, and bundling.
Run willingness-to-pay and competitive research (conjoint, Van Westendorp, benchmarking) and turn it into clear recommendations grounded in customer value.
Design packaging that is simple for buyers to understand and leaves room for expansion.
Chair a cross-functional pricing council that aligns Product, Sales, Finance, and Marketing and drives decisions to resolution.
Build and own a new product introduction (NPI) process that carries the product roadmap through to field readiness.
Pricing operations and governance
Stand up what doesn't exist today: discounting policy, approval workflows, exception governance, and deal desk guardrails, in partnership with the existing Deal Desk team.

Qualification

10+ years in pricing strategyExperience influencing foundersStrong quantitative judgmentExperience with CPQExperience in procurement

Required

10+ years in pricing strategy, monetization, or revenue strategy, including 5+ years owning pricing and packaging at a B2B SaaS or technology company.
Ownership of pricing and packaging for a multi-product or platform business: you made and defended the decisions, not only the analysis behind them.
A track record of building or substantially standing up a pricing or commercial strategy function, with measurable results such as NRR improvement, ARR acceleration, or competitive win-rate gains.
Experience influencing founders, C-suite, or board-level audiences, and aligning Product, Sales, Finance, and Marketing without formal authority.
Fluency in SaaS models across self-serve/PLG and enterprise sales-led motions, and how pricing flexes between them.
Strong quantitative judgment: pricing research methods, elasticity modeling, and turning data into a defensible recommendation.
Comfort working hands-on and largely solo, with a clear view of what to build first and the judgment to change course when priorities shift.

Preferred

Experience with CPQ, billing, or deal desk systems and workflows.
Experience in procurement, spend management, fintech, or another vertical B2B SaaS category.
Certified Pricing Professional (CPP) or a similar monetization credential.
Experience recruiting and building a pricing team.
What Success Looks Like in the First Year
A pricing and packaging framework endorsed by the executive team, giving Zip one company-wide point of view.
A working governance model (discounting policy, approval thresholds, exception process) agreed with Deal Desk and Sales, with clear ownership and escalation paths.
At least one major pricing or packaging change shipped, grounded in willingness-to-pay research and tied to a measurable outcome.

Benefits

Dental
Vision
401(k)
PTO
Equity/RSU
Parental Leave

Company

Zip

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Source: ashby

Active within the past hour

Remote-friendly

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