Gong Pricing & Packaging Director 

United States, California, San Francisco 

607417629

Customer and Market Research:

• Conduct customer and market research to understand pricing sensitivities, willingness to pay, and competitive positioning.
• Use insights from research to inform pricing strategies and product packaging decisions.

Develop and Lead Pricing Strategies:

• Define and implement the pricing and packaging strategy for new and existing products to maximize revenue and profitability.
• Analyze market trends, competitive pricing, and customer insights to recommend optimal pricing.
• Drive pricing differentiation for various customer segments, industries, and product tiers.
• Set price levels, scaling meters, discounting architecture, and SKU requirements as inputs to new product launch
• Use data-driven analysis to develop pricing models and strategies, including tiered pricing, usage-based pricing, and subscription models.
• Conduct pricing experiments (A/B testing) to assess the impact of changes on revenue, conversion rates, and customer retention.
• Lead the pricing review and decision process, ensuring that all pricing decisions are informed by financial modeling and customer behavior data.

Innovative Product Packaging:

• Create and refine product packaging strategies that align with customer segments, market demands, and business objectives.
• Collaborate with Product, GTM, and Marketing teams to ensure packaging aligns with product capabilities and GTM strategies.
• Continuously evaluate and adjust packaging strategies based on product enhancements, market shifts, and customer feedback.

Cross-functional Collaboration:

• Work closely with GTM Marketing, Finance teams to ensure pricing and packaging strategies are aligned across the organization.
• Collaborate with Enablement and Communications departments to build assets and provide pricing and packaging training to the organization to ensure consistent messaging and effective selling.
• Ensure that packaging options are clearly communicated and effectively marketed.

Data Analysis and Reporting:

• Analyze pricing performance and customer behavior to identify trends, risks, and opportunities.
• Develop and maintain pricing dashboards and reports to track performance and inform decision-making.
• Present insights and recommendations to senior leadership.

• Bachelor’s degree in Business, Economics, Finance, Marketing, or a related field. MBA or advanced degree preferred.
• 7+ years of experience in pricing strategy, product management, or revenue management, preferably within the B2B SaaS industry.
• Proven track record of developing and implementing successful pricing and packaging strategies.
• Strong analytical skills with the ability to interpret complex data and make data-driven decisions.
• Deep understanding of SaaS business models, subscription pricing, and revenue management.
• Excellent communication and presentation skills, with the ability to influence and engage stakeholders at all levels.
• Proficiency in pricing software and tools, as well as advanced Excel skills.
• Strong project management skills with the ability to manage multiple initiatives simultaneously.
• Strategic thinker with a customer-first mindset.
• Detail-oriented and results-driven.
• Ability to work independently and as part of a team in a fast-paced, dynamic environment.

• We offer Gongsters a variety of medical, dental, and vision plans, designed to fit you and your family’s needs.
• Wellbeing Fund - flexible wellness stipend to support a healthy lifestyle.
• Mental Health benefits with covered therapy and coaching.
• 401(k) program to help you invest in your future.
• Education & learning stipend for personal growth and development.
• Flexible vacation time to promote a healthy work-life blend.
• Paid parental leave to support you and your family.
• Company-wide recharge days each quarter.
• Work from home stipend to help you succeed in a remote environment.