Pricing & Packaging Lead

Hello!

At Factorial were building the leading Business Management platform for SMBs. Our software helps companies manage HR Finance and Operations everything from payroll to performance to expenses in one place.

Were one of Europes fastest-growing SaaS companies (1M users 1400 employees 7 markets) backed by top-tier investors and proudly headquartered in Barcelona.

Our next chapter Reaching 1B ARR within the next three years. Pricing and packaging our products the right way and understanding our competitive landscape plays a critical role in making our multi-product vision a reality. Thats where you come in.

Why you should join

Youll own how we price package and competitively position products at all life stages from brand-new launches to mature products used by 10000 companies. Today Factorial has 18 products across HR Talent Payroll Finance and AI with more on the way.

This is one of the most high-impact and strategic roles at Factorial directly influencing revenue profitability and product success across the company. Ever wonder what a 10% change in ACV could mean At Factorial it can translate into millions in ARR.

The team

Youll be part of the Product Marketing & Growth team and report directly to Carmen Senior Director of Product Marketing.

Youll collaborate daily with Sales Product Marketing Finance Customer Experience and Operations ensuring all teams are aligned around how we price package position and grow our practice the whole company is your extended team.

Your Mission

This is a senior IC role with two core missions:

1. Maximize revenue through pricing and packaging. This means not only pricing each product effectively but also designing the right combinations of products for each ICP to drive adoption and value.

2. Be the go-to person for competitive intelligence. Youll synthesize market and competitor insights into actionable recommendations that support pricing product and GTM strategy.

You will:

• Own Factorials global pricing and packaging strategy working across products in HR Talent Payroll Finance and AI.

• Model forecast and test pricing and bundling changes across different countries customer segments and product tiers.

• Analyze each product line performance to identify bottlenecks and growth opportunities delivering recommendations that drive top-line impact.

• Drive pricing strategy for product launches and packaging iterations backed by CI and quantitative insight

• Track pricing performance through metrics like ARPU ACV PEPM and win/loss insights to inform strategy.

• Run end-to-end implementation of new pricing structures and packaging logic coordinating across Product Engineering Sales CX and Finance.

• Conduct market and competitor benchmarking identifying where we win lose and how we should respond.

• Partner with the GTM team to develop battlecards positioning guides and objection-handling tools that increase win rates.

What Were Looking For

The list below describes our ideal candidate. Dont be discouraged if you dont meet all the criteria:

• 5 years of experience in pricing monetization strategy or business operations in a B2B SaaS environment.

• Proven ability to build pricing models and financial forecasts that drive strategic decisions.

• Experience with packaging design bundling strategies or pricing experimentation.

• Strong analytical and modeling skills (Excel/Sheets required; SQL is a plus).

• Comfort navigating multi-product multi-market environments with different local needs.

• Strong communication and project management skills; ability to lead without authority.

• Familiarity with competitive intelligence techniques and market research frameworks.

• Ability to operate independently manage complexity and work cross-functionally.

• Fluent in English.

Big pluses:

• Experience implementing pricing logic in billing systems.

• Background in HRTech FinTech or other vertical SaaS.

• Fluency in additional European languages (Spanish French German etc.).

• Experience using AI tools to enhance research modeling or competitive analysis workflows.