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About the Role

We are seeking a strategic and analytically rigorous VP of Pricing & Packaging to own the end-to-end monetization strategy for our B2B SaaS business. This leader will architect how we package, price, and capture value across our product portfolio, directly influencing revenue growth, gross margin, competitive positioning, and customer lifetime value. This is a highly cross-functional leadership role operating through a partnership model.

Responsibilities

Define and own the company's overarching pricing philosophy, strategy, and roadmap across all products and segments.
Design and evolve pricing models aligned to value delivered and customer willingness to pay.
Establish pricing governance, approval frameworks, and discounting guardrails.
Understand and account for the similarities and differences between direct and channel-partner pricing and operations.
Ensure pricing, packaging, and discounting structures are coherent and appropriately margin-protective across direct sales and channel/partner motions.
Implement models for Hyperscalers and Marketplaces.
Architect product packaging, bundling, and tiering strategies that maximize adoption, expansion, and net revenue retention.
Partner closely with the CPO and Product organization to align feature-to-tier mapping, entitlements, and add-on/upsell structures with the monetization strategy.
Lead the monetization strategy for new product launches, features, and market entries.
Maintain awareness of relevant market and competitive dynamics to inform packaging and positioning.
Own SKU and pricelist creation, setting policy and controls for use, distribution, and management.
Introduce and build Product Led Growth strategies.
Lead the completion and margin-validation of the legacy-SKU-to-package migration.
Establish, chair, and run a cross-functional Pricing Steering Group.
Set the steering group's charter, cadence, and decision rights.
Drive alignment, resolve trade-offs, and secure buy-in for pricing and packaging changes.
Maintain a transparent decision log and ensure decisions are operationalized and tracked to impact.
Partner with the FP&A business partner on revenue modeling, margin analysis, price elasticity, willingness-to-pay quantification, and financial impact.
Partner with the IT business partner to operationalize pricing and packaging across systems.
Partner with the Product Marketing business partner on competitive intelligence, value messaging, and packaging communication.
Partner with Engineering to understand the impact of cost of goods sold (COGS) on margins.
Partner with the Chief Revenue Officer and team to inform quotas.
Set shared objectives and ways of working with each business partner.
Build a rigorous discipline around willingness-to-pay research, price elasticity analysis, and value-based pricing.
Define pricing KPIs and dashboards.
Ground all major pricing decisions in data, research, and market evidence.

Requirements

8+ years expertise across SaaS monetization models and implementing product led growth.
3+ years leading pricing strategy, with strong command of pricing analytics, price elasticity, willingness-to-pay research, and value-based pricing.
Experience with CPQ, billing systems, entitlement management.
Excellent quantitative, analytical, and financial modeling capabilities.
Cyber security industry experience.
Proven track record of building cross-functional relationships and prioritizing collective over individual outcomes.
Demonstrated bias for action in ambiguous, fast-moving environments.
History of setting and elevating standards of excellence, holding self and others to high expectations.
Takes end-to-end accountability for outcomes – good and bad – making decisions with judgment and following through on commitments.
Proven track record owning pricing and packaging strategy in a B2B SaaS environment at scale.
Strong understanding of both direct and channel-partner pricing and operations.
Demonstrated success leading through influence — driving outcomes via cross-functional partners rather than a large direct team.
Experience establishing and chairing steering groups or governance forums.
Strong track record of competitive intelligence — tracking and responding to competitor pricing and packaging strategy.
Experience partnering closely with FP&A, IT/systems, and Product Marketing functions to operationalize pricing.
Familiarity with usage-based / consumption pricing and metering infrastructure.
Experience in a high-growth or PE/VC-backed environment.

Skills

Pricing Strategy
Monetization
SaaS
Product Led Growth
Pricing Analytics
Price Elasticity
Willingness-to-pay Research
Value-Based Pricing
CPQ
Billing Systems
Entitlement Management
Financial Modeling
Cyber Security
Cross-functional Collaboration
Bias for Action
Setting Standards
Accountability
B2B SaaS
Channel Partner Pricing
Influence
Steering Group Leadership
Competitive Intelligence
Usage-Based Pricing
Consumption Pricing
Metering Infrastructure
High-Growth Environments
AI Application

Location

Cambridge
London
East Coast US

Work Type

Full-time
Hybrid (minimum 2 days per week in office)

Experience Level

8+ years expertise
3+ years leading pricing strategy
VP level

Benefits

23 days’ holiday + all public holidays, rising to 25 days after 2 years of service
Additional day off for your birthday
Private medical insurance which covers you, your cohabiting partner and children
Life insurance of 4 times your base salary
Salary sacrifice pension scheme
Enhanced family leave
Confidential Employee Assistance Program
Cycle to work scheme

About the Company

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.
Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats.
Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast.

Equal Opportunity

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex (including pregnancy, childbirth, and related medical conditions), sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable federal, state, or local law.
Darktrace is committed to providing reasonable accommodations to qualified individuals with disabilities in accordance with applicable laws. If you require a reasonable accommodation to participate in the application or interview process, please contact your Talent Partner.