Senior Director, Pricing & Packaging
Ready to be a Titan?
ServiceTitan is looking for a Sr. Director to lead its Pricing & Packaging team. This individual will play a pivotal role in shaping our revenue growth and profitability by developing and executing comprehensive pricing strategies and packaging solutions. They will lead a cross-functional team, collaborating closely with GMs, product management, sales, marketing, finance, IT, operations and senior leadership to drive pricing initiatives. Their work will span ServiceTitan’s core platform as well as their add-ons (Pro Products and Fintech). We are looking for someone who wants to get in the driver’s seat to proactively set our pricing and packaging agenda and help execute those initiatives.
This role reports to ServiceTitan’s SVP of Operations and will be a key member of the Operations Leadership team.
What You'll Do:
Pricing Strategy Development: Develop and implement pricing and packaging strategies that optimize revenue, profitability, adoption and market competitiveness while staying aligned with our overall business goals and customer value propositions. Adjust these strategies based on the needs of different customer segments
Execution: Lead operational rollouts of packaging and pricing initiatives including directing operational teams, managing price lists and discount tables.
Pricing Analytics: Utilize data analytics and insights to analyze pricing performance, identify areas for improvement, and make data-driven recommendations to drive revenue growth and profitability.
Market Analysis and Competitive Intelligence: Conduct market research and competitive analysis to identify pricing trends, customer preferences, and competitive positioning to inform pricing decisions.
Guide Tool Development: Work with sales teams and IT to inform how we develop systems and tools that allow us to be nimble while solving for simplicity and efficiency.
Team Leadership: Lead and develop a team of pricing professionals, ensuring that the team's objectives are met on time and with a high bar for quality
Deal Negotiation Support: Provide strategic guidance and support to sales teams in contract negotiations, pricing discussions, and deal structuring.
Continuous Improvement: Drive a culture of continuous improvement by monitoring pricing performance, tracking compliance, gathering customer feedback, and implementing iterative adjustments to pricing strategies and packaging offerings.
What You'll Bring:
10+ years of overall experience with 5-8+ years of Pricing and Packaging experience in various roles such as pricing strategy, operations and analytics
Deep experience working for B2B SaaS / Software companies focused on packaging and pricing, preferably with multiple product lines and customer segments
Proven track record of developing and implementing successful pricing strategies
Strategic mindset with the ability to think critically, solve complex problems, and drive results in a fast-paced, dynamic environment.
High tolerance for ambiguity and ability to forge relationships and rapport across various business units
Ability to work collaboratively with all levels of employees, management, and external agencies to maximize performance, creativity, problem-solving, and results
Excellent communication skills
Experience with various business systems such as Salesforce and Salesforce CPQ
Strong analytical and quantitative skills, with the ability to use data and metrics to back up assumptions and develop pricing strategies.
Be Human With Us:
Being human isn’t about checking every box on a list. It’s about the experiences we have, people we meet, and the perspectives we share. So, if you have the skills but are hesitant to apply because of your background, apply anyway. We need amazing people like you to help us challenge the conventional and think differently about the problems that we’re solving. We’re in this together. Come be human, with us.
What We Offer:
When you join our team, you’re not just accepting a job. You’re making a career move. Here’s how we’ll support you in doing some of the most impactful work of your career:
Flextime, recognition, and support for autonomous work: Flexible time off with ample learning and development opportunities to continue growing your career. We offer a comprehensive onboarding program, leadership training for Titans at all levels, and other programs and events. Great work is rewarded through Bonusly, peer-nominated awards, and more.
Holistic health and wellness benefits: Company-paid medical, dental, and vision (with 100% employer paid options and 90% coverage for dependents), FSA and HSA, 401k match, and telehealth options including memberships to One Medical.
Support for Titans at all stages of life: Parental leave and support, up to $20k in fertility services (i.e. IUI and IVF), surrogacy, and adoption reimbursement, on demand maternity support through Maven Maternity, free breast milk shipping through Maven Milk, pet insurance, legal advisory services, financial planning tools, and more.
At ServiceTitan, we celebrate individuality and uniqueness. We believe that the convergence of fresh perspectives and experiences from all walks of life is what makes our product and culture so great. We strongly encourage people from underrepresented groups to apply. We do not discriminate against employees based on race, color, religion, sex, national origin, gender identity or expression, age, disability, pregnancy (including childbirth, breastfeeding, or related medical condition), genetic information, protected military or veteran status, sexual orientation, or any other characteristic protected by applicable federal, state or local laws.
ServiceTitan is committed to fair and equitable compensation for all of our employees. We thoughtfully consider a wide range of factors when determining individual compensation. The expected salary range for this role for candidates residing in the United States is between $202,000 USD - $270,200 USD. Compensation for candidates residing outside the United States will vary by location and the specific salary range will be discussed during the hiring process. Actual compensation for an individual may vary depending on skills, performance over time, qualifications, experience, and location. In addition to the base salary, the total compensation package also includes an annual bonus, equity and a holistic suite of benefits.