Pricing & Packaging Director

About the role

1Password is seeking a strategic leader to define and execute our pricing and packaging initiatives. This role is central to maximizing revenue growth and customer value across our diverse product portfolio. You will shape how our offerings are presented to the market, impacting everything from new customer acquisition to existing customer expansion.

Key facts

What you'll do

• Develop and implement pricing strategies for new and existing products to drive ARR growth and optimize customer lifetime value.
• Design packaging structures and customer upgrade paths to capture value across different market segments.
• Analyze market dynamics, customer needs, and competitive landscapes to inform pricing decisions.
• Collaborate with Product Management, Marketing, Sales, and Finance to ensure pricing aligns with business objectives.
• Create pricing models that support various go-to-market motions, including direct sales, channel partners, and product-led growth.
• Establish frameworks for promotions and pricing experiments to accelerate pipeline and incentivize customer adoption.
• Define and maintain pricing guidelines and governance to ensure consistency and efficiency.
• Present pricing recommendations and performance updates to executive leadership.

Requirements

• A minimum of 10 years of experience in pricing, strategy, or finance, with deep expertise in SaaS and subscription pricing models.
• Demonstrated success in developing and executing pricing and packaging strategies that have demonstrably increased revenue and profitability.
• Experience working with markets in North America, EMEA, and APJ, and familiarity with direct-to-consumer, PLG, and sales-led go-to-market approaches.
• Proven ability to partner with finance teams to build financial models assessing product margins and the impact of pricing on ARR and LTV.
• Strong analytical capabilities, including proficiency in quantitative and qualitative analysis, financial modeling, and pricing research.
• Excellent business judgment to identify and analyze key business drivers, risks, and opportunities.
• Exceptional collaboration and influencing skills to drive alignment across product, marketing, sales, and finance teams.
• Clear and effective communication skills, capable of articulating complex pricing analyses and recommendations to executive audiences.
• Ability to translate strategic vision into actionable plans and guide execution in a high-growth, dynamic environment.

Nice to have

• Experience in the cybersecurity industry.

Skills & tools

• SaaS pricing models
• Financial modeling
• Market analysis
• Competitive intelligence
• Cross-functional collaboration
• Executive communication

Practical notes

• This is a remote position open to candidates in the United States and Canada.
• Compensation includes base salary, equity grants, and comprehensive benefits.
• Employees are expected to be willing to travel for in-person engagements, such as offsites and team meetings.
• Candidates are welcome to use AI tools responsibly during the application process.