Pricing & Packaging Director

About the role

1Password is seeking a dynamic and strategic Pricing & Packaging Director to own the end-to-end strategy for our pricing and packaging initiatives. This role is responsible for leading the development and execution of pricing models that directly support our overarching business objectives and revenue targets. You will architect the packaging frameworks that define how our products are presented and sold to the market, ensuring they capture maximum value across all segments. The hire will establish the methodologies and governance that guide pricing decisions, ensuring consistency and alignment with our product positioning. You will own the analysis that informs how we engage with customers throughout their lifecycle, from acquisition to expansion. This position will influence the creation of upgrade pathways and promotional structures designed to accelerate adoption and deepen customer relationships. Ultimately, you will be the strategic leader who ensures our pricing strategy reinforces 1Password's market position and long-term profitability.

Key facts

What you'll do

• Formulate and execute innovative pricing strategies for both new and existing products to enhance Annual Recurring Revenue (ARR) and maximize customer lifetime value.
• Create effective packaging frameworks and customer upgrade pathways that capture value across various market segments.
• Conduct thorough analyses of market trends, customer requirements, and competitive environments to guide pricing strategies.
• Collaborate closely with teams in Product Management, Marketing, Sales, and Finance to ensure that pricing strategies align with overall business goals.
• Develop pricing models that accommodate diverse go-to-market strategies, including direct sales, partnerships, and product-led growth initiatives.
• Establish and manage promotional frameworks and pricing experiments aimed at accelerating sales pipelines and encouraging customer adoption.
• Define and uphold pricing guidelines and governance to maintain consistency and operational efficiency across the organization.
• Present pricing strategies and performance metrics to the executive leadership team, ensuring transparency and alignment with business objectives.
• Partner with finance to build and maintain financial models that evaluate product margins and the effects of pricing on ARR and customer acquisition cost.
• Analyze competitive positioning and translate insights into pricing adjustments that protect and grow our market share.
• Design tests and measure outcomes for packaging changes to determine the impact on conversion, retention, and expansion metrics.
• Act as the central subject matter expert on pricing and packaging, providing thought leadership and direction to cross-functional stakeholders.
• Work with sales enablement to develop tools and playbooks that help teams articulate the value of our pricing structures to customers.
• Monitor the success of pricing initiatives post-launch and iterate based on data and stakeholder feedback.
• Lead cross-functional workshops to align stakeholders on pricing principles and decision-making processes.

Requirements

• At least 10 years of experience in pricing, strategy, or finance, with a strong emphasis on SaaS and subscription-based pricing models.
• Proven track record of successfully creating and implementing pricing and packaging strategies that have significantly boosted revenue and profitability.
• Experience engaging with markets across North America, EMEA, and APJ, with a solid understanding of direct-to-consumer, product-led growth, and sales-driven go-to-market strategies.
• Demonstrated ability to collaborate with finance teams to develop financial models that evaluate product margins and the effects of pricing on ARR and customer lifetime value.
• Strong analytical skills, including expertise in quantitative and qualitative analysis, financial modeling, and pricing research methodologies.
• Excellent business acumen to identify and evaluate key business drivers, risks, and opportunities effectively.
• Outstanding collaboration and influencing capabilities to foster alignment among product, marketing, sales, and finance teams.
• Strong communication skills, with the ability to convey complex pricing analyses and strategic recommendations clearly to executive audiences.
• Capacity to translate strategic objectives into actionable plans and guide their execution in a fast-paced, high-growth environment.
• Comfort working with large data sets and translating findings into clear narratives for decision-makers.
• Demonstrated experience managing budgets and forecasting financial performance with precision.
• Understanding of the legal and compliance considerations related to pricing and contract structures.
• Willingness to engage in continuous learning to keep up with evolving pricing methodologies and market conditions.
• Commitment to maintaining the highest level of integrity in all pricing decisions and communications.

Nice to have

• Familiarity with the cybersecurity sector is a plus.

Skills & tools

• Expertise in SaaS pricing models
• Proficient in financial modeling techniques
• Strong market analysis skills
• Competitive intelligence gathering
• Effective cross-functional collaboration
• Executive-level communication proficiency

Practical notes

• This role is fully remote, welcoming candidates from the United States and Canada.
• The compensation package includes a competitive base salary, equity grants, and a comprehensive benefits program.
• Employees should be prepared to travel for in-person meetings and team-building events as necessary.
• Candidates are encouraged to AI tools responsibly during the application process to enhance their submissions.

Join us at 1Password and take the lead in shaping our pricing and packaging strategies, driving growth, and delivering unparalleled value to our customers. If you are a seasoned professional with a passion for pricing strategy and a knack for collaboration, we would love to hear from you.