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About the Role

As Zip's first Head of Pricing & Packaging, you will own pricing and packaging as one function, with a single strategy, a single set of rules, and a single process for getting new products to the field. You are both the strategist and the doer, building models, running research, writing policies, and making decisions. You will collaborate with Product, Product Marketing, Deal Strategy/Ops, Sales, Finance, and Legal without formal authority. Headcount will be earned, and you will start as a team of one.

Responsibilities

Own pricing strategy across Zip's portfolio, including new product and module pricing, packaging tiers, and bundling.
Run willingness-to-pay and competitive research (conjoint, Van Westendorp, benchmarking) and turn it into clear recommendations grounded in customer value.
Design packaging that is simple for buyers to understand and leaves room for expansion.
Chair a cross-functional pricing council that aligns Product, Sales, Finance, and Marketing and drives decisions to resolution.
Build and own a new product introduction (NPI) process that carries the product roadmap through to field readiness.
Stand up discounting policy, approval workflows, exception governance, and deal desk guardrails, in partnership with the existing Deal Desk team.
Define and report on pricing KPIs, including win rate by price point, discount leakage, price realization, and expansion ARR from packaging changes.
Evaluate pricing and CPQ tooling with Deal Desk as Zip's needs mature.
Be the company's authority on monetization, bringing market and competitive pricing intelligence into executive and product planning.
Present pricing recommendations and business cases to the founders and executive team.
Build the case, roadmap, and hiring plan for a pricing team as the function matures.

Requirements

10+ years in pricing strategy, monetization, or revenue strategy, including 5+ years owning pricing and packaging at a B2B SaaS or technology company.
Ownership of pricing and packaging for a multi-product or platform business: you made and defended the decisions, not only the analysis behind them.
A track record of building or substantially standing up a pricing or commercial strategy function, with measurable results such as NRR improvement, ARR acceleration, or competitive win-rate gains.
Experience influencing founders, C-suite, or board-level audiences, and aligning Product, Sales, Finance, and Marketing without formal authority.
Fluency in SaaS models across self-serve/PLG and enterprise sales-led motions, and how pricing flexes between them.
Strong quantitative judgment: pricing research methods, elasticity modeling, and turning data into a defensible recommendation.
Comfort working hands-on and largely solo, with a clear view of what to build first and the judgment to change course when priorities shift.

Skills

Pricing strategy
Packaging
Monetization
Revenue strategy
B2B SaaS
Technology
Conjoint analysis
Van Westendorp
Benchmarking
Customer value analysis
New product introduction (NPI)
Discounting policy
Approval workflows
Exception governance
Deal desk guardrails
Pricing KPIs
Win rate analysis
Discount leakage analysis
Price realization
Expansion ARR
CPQ tooling
Monetization authority
Market intelligence
Competitive pricing intelligence
Executive presentations
Business case development
Roadmap development
Hiring planning
Self-serve/PLG models
Enterprise sales-led models
Quantitative judgment
Elasticity modeling
CPQ systems
Billing systems
Deal desk systems
Procurement
Spend management
Fintech
Certified Pricing Professional (CPP)

Experience Level

10+ years in pricing strategy, monetization, or revenue strategy
5+ years owning pricing and packaging at a B2B SaaS or technology company

Salary/Compensations

$178,500 - $262,500

Benefits

Start-up equity
100% health, vision & dental coverage options
Catered breakfast, lunch, & dinner
Flexible PTO
ClassPass membership
Monthly commuter benefit
Team building events & happy hours
Home office stipend
Phone/internet reimbursement
Paid parental leave
Fertility stipend
401k plan
AI token usage

About the Company

Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before.
The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend.
Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA.
Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.

Equal Opportunity

We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong.