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About the Role

Tricentis is undergoing a significant commercial transformation, unifying its product portfolio, launching new offerings, integrating AI, and shifting to consumption-based pricing. This role is the operational owner responsible for designing and implementing pricing and packaging strategies that balance revenue predictability, customer budget predictability, time-to-market, and migration realities. The role requires a commercial operator mindset, reporting to the EVP, Product Business Performance, with one direct report and collaboration across US, EMEA, and APAC time zones.

Responsibilities

Own pricing and packaging across the portfolio, including list pricing, packaging structures, discount frameworks, and bundling rules.
Harmonize pricing models inherited through acquisition while maintaining existing functionality.
Operationalize the transition to consumption-based pricing by translating strategic direction into analyses, packaging mechanics, migration models, and rollout plans.
Develop a strategic perspective on AI monetization, including willingness to pay, metering, value attribution, and unit economics.
Partner with Finance on revenue and margin modeling, Product Management on roadmap-aligned packaging, Product Marketing on positioning and willingness-to-pay, and Operations on usage data.
Constructively challenge Product Managers and Product Marketing Managers on price elasticity, willingness to pay, and competitive positioning.
Incorporate customer perspectives into packaging decisions, ensuring alignment with customer buying behavior and migration patterns.
Collaborate with the Project Management Organization to implement pricing decisions across systems, contracts, sales motions, and customer communications.
Lead the weekly Pricing Steering Committee, preparing agendas, materials, and recommendations.
Prepare the monthly Executive Pricing Committee, framing decisions and surfacing tradeoffs for monetization choices.
Define and maintain the governance framework for pricing changes, experiments, and exception handling.
Document the audit trail for monetization decisions, rationale, and outcomes.
Ensure portfolio pricing decisions are coherent with strategic go-to-market partners.
Design pricing for joint offerings to ensure mutual economic viability.
Build business cases, including financial models, scenario analyses, and customer impact assessments for pricing recommendations.
Partner with Operations to establish usage data, deal patterns, and win/loss signals to inform pricing decisions.
Utilize internal AI tools to accelerate analysis, modeling, and communication.

Requirements

10+ years of progressive experience in pricing, monetization, product strategy, or commercial strategy at enterprise software companies.
3-5 years in a senior pricing-focused role.
Direct experience leading or playing a senior role in a transition to consumption-based or usage-based pricing at a B2B software company.
Track record of designing pricing and packaging across a multi-product portfolio, including post-M&A harmonization.
Demonstrated ability to navigate tradeoffs between consistency, migration risk, and time to market.
A demonstrated commercial mindset with experience articulating customer buying behavior and deal outcomes.
Strong analytical foundation with hands-on Excel and financial modeling experience.
SQL fluency strongly preferred.
Demonstrated ability to influence senior cross-functional leaders through clear thinking and strong written communication.
Exceptional written and verbal communication skills.
Experience working in an international, multi-time zone organization across multiple sales geographies.
Comfort using modern AI tools to accelerate analysis, drafting, modeling, and communication.
Must be authorized to work in the U.S. without current or future sponsorship.

Skills

Pricing strategy
Monetization
Product strategy
Commercial strategy
Consumption-based pricing
Usage-based pricing
Portfolio pricing
M&A harmonization
Financial modeling
Excel
SQL
Cross-functional leadership
Written communication
Verbal communication
AI tooling

Location

Austin
Boston

Work Type

Hybrid

Experience Level

Senior
10+ years

About the Company

Tricentis is a market-leading software company.
The company is in the process of unifying its product portfolio, launching new products, embedding AI, and transitioning to consumption-based pricing.
Tricentis goes to market alongside a small number of strategic partners.

Equal Opportunity

Tricentis is an equal opportunity workplace.
Qualified applicants will receive consideration for employment without regard to race, color, ethnicity, gender, religious affiliation, age, sexual orientation, socioeconomic status, or physical and mental disability and other statuses protected by law.
Complies with all applicable global sanctions and export control laws.
Candidates must not be listed on any government restricted party lists.
Candidates must certify that their employment would not violate any sanctions or export control regulations.
Candidates must notify of any changes to their status during the application process or subsequent employment.