Director of Pricing & Monetization New Remote (USA)

PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers, every time.About the RolePagerDuty is seeking a Director of Pricing & Monetization to own the strategy and execution of how we package, price, and monetize our Operations Cloud platform. This role sits within our Product Development organization and reports to the VP of Product Strategy & Growth.This is a product-first role. You'll bring the same rigor to pricing that a great PM brings to a product: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes. You'll also be the connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results. This role owns the full lifecycle from recommendation to implementation to operations. You'll be the decision-maker on deal desk, discounting, and promotions in real-time.The ideal candidate has operated at the intersection of product management and monetization in a later-stage B2B SaaS environment. You've owned packaging decisions end-to-end, built monetization infrastructure, and have the credibility to influence both product roadmaps and sales motions.What You'll OwnDefine and evolve PagerDuty's packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — in partnership with Product and EngineeringBuild and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early, not as an afterthoughtLead SKU design and experimentation: develop frameworks for how we create, test, and iterate on packaging changes quickly and safelyOwn the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue SystemsThis person is the cross-functional decision-maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering) for how we take products to market. Owning the full lifecycle across plan to execution and operationsProvide pricing and packaging leadership to other product teams across the portfolioGo-to-Market ExecutionOperationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materialsLead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communicationThis person is expected to be a cross-functional decision-maker for GTM, Technology, and Revenue Operations teamsFeedback, Analysis, and PlanningTrack and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segmentBuild or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impactGet in front of customers regularly to pressure-test pricing assumptions and surface friction pointsWhat You'll BuildBilling & quoting infrastructure — core systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility in partnership with Engineering and Revenue SystemsPricing calculators and field tools — internal tools used by the field to size and quote deals, currently in active developmentSKU architecture — a portfolio of plans spanning our legacy and modern Operations Cloud offerings, currently mid-migrationPartner with executive leadership to align pricing strategy with company-level ARR and growth targetsYour job is to elevate this team from execution support to a strategic pricing function that product and sales teams actively seek out.Core TeamPricing Analyst — supporting financial modeling and plan analysisPricing Manager — focused on SKU migrations and pricing executionTechnical PM / Monetization Ops — scaling infrastructure workBasic Qualifications10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetizationDemonstrated experience owning packaging architecture and feature tiering decisions — not just supporting themTrack record of running pricing experiments and measuring commercial impactStrong cross-functional credibility with Sales, Finance, Product, and Go-To-Market leadershipExperience managing pricing change in the field — migrations, repackaging, new monetization models — with the communication skills to bring stakeholders alongAbility to mentor and grow other pricing and product rolesPreferred QualificationsExperience at a company during transition to usage-based or consumption pricingFamiliarity with monetization infrastructure (entitlements, billing systems, SKU tooling)Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerationsHas led or contributed to pricing strategy at a company scaling toward $1B+ ARRWhat Success Looks Like3 monthsDeep understanding of current SKU architecture, billing systems, and field pricing dynamicsRelationships established with Sales Strategy, Deal Desk, Finance, and key Product leadersMonetization review process proposed — ensuring product teams bring pricing decisions forward early6 months1–2 packaging experiments launched and instrumented (e.g., new tier, usage-based pilot, feature unbundling)Go-to-market and customer-facing pricing tools meaningfully improved — measurable increase in field confidence and usageDiscount governance strengthened — clear ownership and sign-off process for deal-level exceptionsSKU creation process improved — clear ownership, documented process, and faster turnaround12 monthsMeasurable ARR impact: improved win rates on Operations Cloud, reduced discounting frequency, or accelerated legacy SKU migration progressMonetization infrastructure roadmap in flight — billing and quoting systems have a credible modernization pathEntitlement flexibility improved — product teams can run pricing experiments with greater speed and independencePricing function is seen as a strategic partner across Product, Sales, and FinanceTeam is performing with high agency and developing toward expanded scopeSalary RangeThe base salary range for this position is 180,000 - 303,600 USD. This role may also be eligible for bonus, commission, equity, and/or benefits.BenefitsCompany equityESPP (Employee Stock Purchase Program)Retirement or pension planGenerous paid vacation timePaid holidays and sick leaveDutonian Wellness Days & HibernationDuty — companywide paid days off in addition to PTOPaid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)Paid volunteer time off: 20 hours per yearMental wellness programsEEO StatementPagerDuty is an equal opportunity employer. PagerDuty does not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, or disability status.J-18808-Ljbffr