Pricing & Packaging Lead

Location: Remote (North America)

Department: Finance / Data / Operations

The Role

Were hiring our first dedicated Pricing & Packaging Lead. This is a senior individual contributor role for someone who wants to own how Hightouch monetizes, not administer a rate card someone else set.

Hightouch has grown from 10 to 100 account executives in under two years, and the product has diversified well beyond its Reverse ETL origins: Customer Studio, Identity Resolution, Journeys, Event Collection and Real-Time Audiences, Match Booster, and a fast-expanding set of AI products with a base + consumption pricing profile. Each launched with its own pricing logic, and the frameworks that got us here wont get us to the next stage. We need a central lead who owns the whole picture, from strategy through the systems that make it real, and who is in the room with our Co-CEOs, CRO, CFO, and product leaders as new pricing gets designed.

This role reports to our Head of Revenue Operations and sits alongside the Deal Desk Lead. Deal Desk owns the transaction: structuring, approvals, and quote accuracy on individual deals. You own the frameworks Deal Desk enforces, and youll partner with Deal Desk and our front-line sales managers (AEMs) on the largest deals. Youll be hands-on-keyboard from day one and are expected to be a builder and scaler.

What Youll Do

Co-create pricing and packaging with executive and product leadership. Own the pricing and packaging agenda. Partner directly with our Co-CEOs, CRO, CFO, and Product leaders on how new products get packaged, metered, and priced: value metrics, tiers, platform fee structure, commit and drawdown mechanics, overage and true-up rules, floors, and how it all lands on an order form. Run the pricing workstream for every material launch so pricing is decided before the product ships. Build the analysis behind each decision (willingness-to-pay, win/loss and discount data, competitive benchmarking, margin and rev-rec implications) and bring a recommendation, not a menu. Own the decision through rollout, then pressure-test it against real deals and revise where it breaks.

Rationalize and own the current pricing frameworks. Inventory everything we sell and how we price it today, across Platform, Customer Studio, AI products, Event Collection and RTA, Match Booster, and adjacent SKUs. Consolidate overlapping or contradictory frameworks into one coherent price book with clear list prices, unit definitions, bundling rules, and discount guidance by segment and deal size. Define what is standard, what is an exception, and what we no longer offer. Set uplift and repricing standards for renewals and expansions, including how legacy contracts migrate onto current packaging. Report discount depth, price realization, and packaging mix to leadership on a regular cadence.

Build the pricing enablement and calculation tooling for the field. Make it easy for 100+ AEs and their managers to quote correctly and defend the price. Own the Pricing Enablement Hub and the reference documentation reps actually use. Build calculators and scoping tools (usage scoping, consumption estimators, bundle and multi-year configurators, approval-threshold lookups) that produce a defensible quote in minutes. Partner with Revenue Enablement to train reps on pricing, packaging, value positioning, and negotiation guardrails.

Partner with Deal Desk and AEMs on large and complex deals. For seven-figure, multi-product, multi-year, or otherwise non-standard opportunities, youre in the deal early with the AEM, AE, and Deal Desk Lead, shaping the commercial structure: how to package a converged platform deal, how to ramp a consumption commit, where the walk-away is, and what precedent a concession sets. Where a deal exposes a hole in the framework, you close it so the next deal doesnt need an exception.

Own business requirements for product price books in CPQ. Be the business owner of how our product catalog, price books, pricing rules, bundles, consumption and overage logic, and approval thresholds are represented in CPQ. Write and prioritize requirements, define acceptance criteria, and work with GTM Systems on implementation and testing. Hold the line on data model decisions that determine whether billing, ARR reporting, product-level compensation, and margin analysis are trustworthy downstream. Own price book governance once live.

Advise GTM Compensation on commission by product. Utilize analysis of margins and pricing dynamics to suggest differential commission rates or incentive structures for sellers.

Who You Are

• Youve owned pricing and packaging at a high-growth B2B SaaS company, ideally through product diversification or a pricing-model transition, selling into enterprise at multi-$100K and $1M+ price points. Youve built price books, not just analyzed them.
• Youve priced consumption and hybrid models, not just seats. You understand value metrics, commits, drawdown, overage, minimums, and true-ups, and the revenue-recognition and forecasting headaches hybrid models create. Launching pricing for AI or usage-metered products is a strong plus.
• Youve worked directly with founders and executives on pricing decisions. You build the analysis, form a recommendation, defend it in a room with strong opinions, and execute the decision even when it wasnt your first choice. Leaders trust you because you tell them what you actually think.
• You build pricing models approved by Finance. You drive analysis including margin and revenue impact scenarios, understand how to translate P&L prerogatives into customer action, and respect cost levers when setting pricing and discount structures.
• Youve been close to deals. Youve sat with sellers and deal desk on large, complex opportunities and know how pricing strategy meets negotiation reality. You understand that confusing pricing costs real revenue and rep time, and youre energized by making it simple.
• Youve written pricing requirements for CPQ or quote-to-cash systems. You understand product catalogs, price book structures, and pricing rules, and how those choices propagate into billing, ARR reporting, and compensation. You dont need to configure Salesforce yourself, but you speak the language and own the outcome.
• You build tools people use. Your calculators, scoping models, and reference guides get adopted because theyre faster than the alternative. Youre fluent in spreadsheets, BI tools, SQL, and increasingly in AI tooling.
• You think from first principles and ship iteratively. You ask why, build a hypothesis, test it, and update fast. Youd rather fix the top three price book problems this quarter than spend six months on a redesign that lands too late, and youre eager to learn how Hightouch actually runs rather than apply what worked at your last company.

Compensation & Benefits

The salary range for this position is $200,000 to $260,000 per year, which is location independent in accordance with our remote-first policy. We also offer meaningful equity compensation in the form of ISO options, and offer early exercise and a 10 year post-termination exercise window.