Senior Pricing Strategy Manager

About the role

You will own and drive Asana's product monetization strategy across the organization in a leadership capacity without direct reports. This individual contributor role requires close partnership with executive stakeholders across Product, Sales, Marketing, Finance, and Operations to define and optimize end-to-end monetization. You will focus on sustainable revenue growth while unlocking new business opportunities and delivering an exceptional customer experience at scale. The position involves shaping the Work Management category and inventing new ways for teams to work more efficiently together. You will see the larger purpose behind work and contribute to every type of product work from strategy to execution. The role is responsible for conceptualizing, launching, and iterating on Asana itself for millions of teams globally.

Key facts

What you'll do

• Own and drive the monetization strategy, including packaging, pricing models, price levels, and discount strategy while ensuring alignment with Asana's broader business objectives and long-term company strategy, with an initial focus on helping create the infrastructure to support consumption-based billing and driving change management for this initiative.
• Serve as a strategic thought leader on monetization, maintaining a deep understanding of operating metrics, customer data, competitive dynamics, and market trends to proactively identify and prioritize high-impact monetization opportunities.
• Define and champion both near-term (1-2 quarters) and long-term (3-5 year) monetization strategies, driving executive-level decision-making and organizational alignment across the company.
• Lead the design and execution of comprehensive customer, product, competitor, and financial analyses to inform strategic recommendations and shape enterprise-wide pricing decisions.
• Partner at the executive level across Product, Sales/CS, Finance, and Operations to develop pricing and packaging strategies, and present recommendations with confidence to the senior leadership team, C-suite, and Board of Directors.
• Drive the end-to-end operational execution of monetization strategies, orchestrating cross-functional workstreams with IT/Operations, Finance, Sales Enablement, and Deal Desk to ensure seamless implementation.
• Establish and own pricing KPIs and reporting frameworks, monitoring, evaluating, and communicating the effectiveness of pricing and packaging initiatives while providing strategic insights and recommendations to senior leadership on the overall health of the business.
• Act as a trusted advisor to the Head of Pricing & Packaging, executives, and other senior leaders, influencing company-wide strategic direction on pricing, packaging, and go-to-market monetization.
• Conduct deep competitive benchmarking and market intelligence gathering to ensure Asana's pricing and packaging remain best in class.
• Collaborate with Finance to model scenarios, forecast revenue impact, and evaluate the financial implications of pricing changes and packaging options.
• Work with Sales and Customer Success to develop enablement tools, battle cards, and training materials that support effective selling of pricing offerings.
• Partner with Product and Engineering to translate monetization requirements into product capabilities and ensure smooth delivery of pricing-related features.
• Analyze customer usage and adoption data to recommend packaging tiers, feature differentiation, and value metrics that maximize adoption and retention.
• Partner with Marketing to develop messaging and positioning that clearly communicates the value of Asana's pricing and packaging to target segments.

Requirements

• 6+ years of experience in strategy consulting and/or B2B software, which ideally includes 4+ years in pricing at enterprise-level SaaS companies.
• Proven track record of developing and executing enterprise-wide pricing strategies that have driven significant, measurable revenue impact across multiple business lines.
• Exceptional analytical skills, including advanced customer/competitor research and financial modeling, with a demonstrated ability to translate complex data into actionable executive-level insights.
• Expertise in SaaS pricing, self-serve (product-led) and sales-led go-to-market strategies, and customer buying behaviors across SMB, mid-market, and enterprise segments.
• Demonstrated ability to influence and lead cross-functional teams in a matrixed organization without direct authority.
• Strong written and verbal communication skills, with the ability to synthesize findings and recommendations into clear, compelling narratives for senior leaders.
• Experience with pricing analytics tools and data platforms to extract insights and measure performance.
• Comfort operating in a fast-paced, ambiguous environment while managing multiple priorities and deadlines.

Nice to have

• Preferred items are not specified in the source.

Practical notes

• Office-centric hybrid schedule with standard in-office days on Monday, Tuesday, and Thursday.
• Option to work from home on Wednesdays.
• Working from home on Fridays depends on the type of work and collaborating teams.
• If you are interviewing for this role, your recruiter will share more about the in-office requirements.