Head of Pricing and Packaging

Description

Sprout Social is hiring a Head of Pricing and Packaging to join the Marketing team. This role will report to the Vice President Revenue Marketing.

Why join Sprouts Marketing team

As a member of Sprouts Marketing department youre an integral part of empowering and inspiring our customers and driving the growth of our business. As a true partner to Sales and Success we are accountable toand responsible fordriving significant revenue through new business acquisition and customer growth. Together we make up our revenue organization where we lead our gotomarket strategy and establish our goals as one unified team. We put our customers at the center were driven by results and passionate about our impact on the overall strength and health of Sprout. As individuals theres no shortage of opportunities to learn and grow in your current role and beyond. Here we just really want you to do your best work be creative take risks and make mistakes.

What youll do

• Define lead and manage all aspects of the global pricing and packaging strategy for current and future products incorporating competitive insights financial analysis and customer feedback.
• Lead a small team of pricing strategists.
• Use analytics data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage retention and financial data.
• Partner with Product Sales Customer Success Finance and Marketing to determine pricing strategies within product roadmaps drive market intelligence revenue growth and education while leading pricing governance through a crossfunctional Pricing Committee to ensure consistent policies and key decisionmaking.
• Rigorously monitor performance tracking the effectiveness of pricing strategies and making adjustments to optimize results.
• Conduct indepth qualitative and quantitative customer research model monetization scenarios and execute programs.
• Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market rollout.

What youll bring

Sprout Social is seeking a Head of Pricing and Packaging to own the development of pricing and packaging strategies for our global product portfolio. In this role you will be the key driver of strategic pricing decisions for the organization fully owning our pricing and packaging strategy with a material impact on Sprouts monetization and revenue. We are looking for an authentic strategic leader who can confidently bring together crossfunctional teams provide a datadriven point of view and cultivate a highperforming strategy and team.

The minimum qualifications for this role include:

• 12 years of experience working in SaaS businesses.
• 5 years of experience leading pricing and packaging work for a B2B SaaS organization including 3 years managing teams.
• Familiarity with userbased pricing and alternate pricing models selfserve and salesled gotomarket motions and Mid Market / Enterprise customer buying behavior
• Deep experience with SaaS pricing models tools and processes. You will have had direct experience running pricing analysis including Van Westendorp analysis Gabor Granger and Max Diff.
• Significant experience communicating influencing and working crossfunctionally with technical and nontechnical stakeholders at all levels including the CSuite across marketing sales & success finance and product teams.

Preferred qualifications for this role include:

• Experience working with pricing platforms such as Qualtrics Conjointly etc
• Undergraduate degree in a STEM discipline; advanced STEM degree is a plus

How youll grow

Within 1 month youll plant your roots including:

• Learn about Sprouts product customers pricing and packaging structure and gotomarket motions.
• Partner with Revenue Marketing leadership to set initial priorities and align on expectations for your role
• Understand past and present pricing initiatives and their impact
• Meet with other key partners across the business in sales marketing product customer success and finance to learn about the scope of their work and areas of opportunity

Within 3 months youll start hitting your stride by:

• Begin developing a strategy for pricing and packaging at Sprout Social and begin implementing quick wins
• Identifying where gaps in data and analysis exist and begin getting that information including price sensitivity analysis and packaging research
• Leading the pricing and packaging council where you will drive executive alignment decision making and organizational prioritization of key pricing and packaging decisions

Within 6 months youll be making a clear impact through:

• Implementing meaningful changes to our pricing and packaging that begin to drive significant global revenue
• Measuring reporting understanding and acting on the impacts of these changes

Within 12 months youll make this role your own by:

• Tested failed learned and applied new strategies and tactics to our pricing and packaging
• Continuing to evolve our pricing strategy and sophistication
• Consistently measuring analyzing and communicating pricing impact and performance
• Surprise us! Use your unique ideas and abilities to change Sprout in beneficial ways that we havent even considered yet.

Of course what is outlined above is the ideal timeline but things may shift based on business needs. Other projects and tasks could be added at the discretion of your manager.

Our Benefits Program

Were proud to regularly be recognized for our team product and culture. Our benefits program includes:

• Insurance and benefit options that are built for both individuals and families
• Progressive policies to support work/life balance like our flexible paid time off and parental leave program
• Highquality and wellmaintained equipmentyour computer will never prevent you from doing your best
• Wellness initiatives to ensure both health and mental wellbeing of our team
• Ongoing education and development opportunities via our program and employeeled diversity equity and inclusion initiatives.
• Growing corporate social responsibility program that is driven by the involvement and passion of our team members
• Beautiful convenient and stateoftheart offices in Chicagos Loop and downtown Seattle for those who prefer an office setting

Whenever possible Sprout wants to provide our team with the flexibility to work in the location that makes the most sense for them. Sprout maintains a remote workforce in many places in the United States. However we are not set up in all states so please look at the dropdown box in our application to see whether your state is listed. Few roles require an office setting. If your position requires a physical presence in a Sprout office it will be evident in the job listing and your offer letter.

Individual base pay is based on various factors including work location relevant experience and skills the responsibility of the role and job duties/requirements. In the United States we have two geographic pay zones. For this role our current base pay ranges for new hires are:

• Zone 1 (New York California Washington): $206800.00(min) $258500.00 (mid) $310200.00 (max) USD annually
• Zone 2 (All other US states): $188000.00(min) $235000.00 (mid) $282000.00 (max) USD annually

The listed ranges represent the full earning potential in this position. Starting salaries for wellqualified new hires are typically around the midpoint of the range. These ranges were determined by a marketbased compensation approach; we used data from trusted thirdparty compensation sources to set equitable consistent and competitive ranges. We also evaluate compensation biannually identify any changes in the market and make adjustments to our ranges and existing employee compensation as needed.

Base pay is only one element of an employees total compensation at Sprout. Every Sprout team member has an opportunity to receive restricted stock units (RSUs) under Sprouts equity plan. Employees (and their dependents) are covered by medical dental vision basic life accidental death and dismemberment insurance and Modern Health (a wellness benefit). Employees are able to enroll in Sprouts companys 401k plan in which Sprout will match 50 of your contributions up to 6 with a maximum contribution. Sprout offers Flexible Paid Time Off and ten paid holidays. We have outlined the various components to an employees full compensation package here to help you to understand our total rewards package.

Sprout Social is proud to be an Equal Opportunity Employer and an Affirmative Action Employer. We do not discriminate based on identity race color religion national origin or ancestry sex (including sexual identity) age physical or mental disability pregnancy veteran or military status unfavorable discharge from military service genetic information sexual orientation marital status order of protection status citizenship status arrest record or expunged or sealed convictions or any other legally recognized protected basis under federal state or local law. Learn more about our commitment to diversity equity and inclusion in our latest DEI Report.

If you need a reasonable accommodation for any part of the employment process please contact us by email at and let us know the nature of your request and your contact information. Well do all we can to ensure youre set up for success during our interview process while upholding your privacy including requests for accommodation. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.

For more information about our commitment to equal employment opportunity please click here 1 Equal Opportunity Employment Poster 2 Sprout Socials Affirmative Action Statement 3 Pay Transparency Statement.

When you apply for employment with Sprout Social we will process your job applicant data including your employment and education history transcript writing samples and references as necessary to consider your job application for open positions. Your personal data will be shared with Greenhouse Software Inc. and Crosschq Inc. cloud services providers located in the United States of America and engaged by Sprout Social to help manage its recruitment and hiring process on Controllers behalf. Accordingly if you are located outside of the United States by clicking Submit Application on this site you consent to the transfer of your personal data to the United States. For more information about our privacy practices please visit our . California residents have additional rights and should review the Additional Disclosures for California Residents section in our Privacy Policy.

Additionally Sprout Social participates in the EVerify program in certain locations as required by law.

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