Director of Pricing & Monetization

PagerDuty (NYSE:PD) is a leader in Digital Operations an always-on world organizations of all sizes trust PagerDuty to help them deliver a perfect digital experience to their customers every time. Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future. Over 13000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation Cloud Migration and DevOps Modernization. Notable customers include GE Cisco Genentech Electronic Arts Cox Automotive Netflix Shopify Zoom DoorDash Lululemon and more. We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development IT Customer Service Security and other teams across the organization.

About the Role

PagerDuty 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. Youll 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. Youll 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. Youll 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. Youve owned packaging decisions end-to-end built monetization infrastructure and have the credibility to influence both product roadmaps and sales motions.

What Youll Own

Product & Monetization

• Define and evolve PagerDutys packaging architecture tiers feature placement usage-based levers and entitlement frameworks in partnership with Product and Engineering
• Build and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early not as an afterthought
• Lead SKU design and experimentation: develop frameworks for how we create test and iterate on packaging changes quickly and safely
• Own the monetization platform roadmap usage tracking entitlement flexibility SKU experimentation velocity in partnership with Engineering and Revenue Systems
• This 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 operations
• Provide pricing and packaging leadership to other product teams across the portfolio

Go-to-Market Execution

• Operationalize pricing for the field: discount governance approval workflows customer-facing messaging and enablement materials
• Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans including cohort strategy field playbooks and customer communication
• This person is expected to be a cross-functional decision-maker for GTM Technology and Revenue Operations teams

Feedback Analysis and Planning

• Track and report on pricing initiative performance win rates discounting patterns migration progress ARR impact by segment
• Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impact
• Get in front of customers regularly to pressure-test pricing assumptions and surface friction points

What Youll Build

This role inherits and grows an existing pricing and monetization foundation that includes:

• Billing & quoting infrastructure core systems supporting deal execution and revenue operations with opportunity to improve velocity and flexibility in partnership with Engineering and Revenue Systems
• Pricing calculators and field tools internal tools used by the field to size and quote deals currently in active development
• Discount approval workflows existing governance structure for deal-level pricing decisions
• SKU architecture a portfolio of plans spanning our legacy and modern Operations Cloud offerings currently mid-migration
• Partner with executive leadership to align pricing strategy with company-level ARR and growth targets

The opportunity is to modernize this foundation so pricing decisions and actions happen faster and go-to-market teams have tools they trust and actively use.

Youll lead and grow an existing small team:

• Pricing Analyst supporting financial modeling and plan analysis
• Pricing Manager focused on SKU migrations and pricing execution
• Technical PM / Monetization Ops scaling infrastructure work
  
  

Your job is to elevate this team from execution support to a strategic pricing function that product and sales teams actively seek out. Were looking for people who have...

Basic Qualifications

• 10 years in B2B SaaS in roles spanning product management pricing strategy and/or monetization
• Demonstrated experience owning packaging architecture and feature tiering decisions not just supporting them
• Track record of running pricing experiments and measuring commercial impact
• Strong cross-functional credibility with Sales Finance Product and Go-To-Market leadership
• Experience managing pricing change in the field migrations repackaging new monetization models with the communication skills to bring stakeholders along
• Ability to mentor and grow other pricing and product roles
  
  

Preferred Qualifications

• Experience at a company during transition to usage-based or consumption pricing
• Familiarity with monetization infrastructure (entitlements billing systems SKU tooling)
• Familiarity with B2B SaaS deal structures discount governance and revenue recognition considerations
• Has led or contributed to pricing strategy at a company scaling toward $1B ARR
  
  

What Success Looks Like

3 months

• Deep understanding of current SKU architecture billing systems and field pricing dynamics
• Relationships established with Sales Strategy Deal Desk Finance and key Product leaders
• Monetization review process proposed ensuring product teams bring pricing decisions forward early
  
  

6 months

• 12 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 usage
• Discount governance strengthened clear ownership and sign-off process for deal-level exceptions
• SKU creation process improved clear ownership documented process and faster turnaround
  
  

12 months

• Measurable ARR impact: improved win rates on Operations Cloud reduced discounting frequency or accelerated legacy SKU migration progress
• Monetization infrastructure roadmap in flight billing and quoting systems have a credible modernization path
• Entitlement flexibility improved product teams can run pricing experiments with greater speed and independence
• Pricing function is seen as a strategic partner across Product Sales and Finance
• Team is performing with high agency and developing toward expanded scope

The base salary range for this position is 156000 - 236500 CAD. This role may also be eligible for bonus commission equity and/or benefits.

Our base salary ranges are determined by role level and location. The range which is subject to change based on primary work location reflects the minimum and maximum base salary we expect to pay newly hired employees for the position. Within the range we determine pay for an individual based on a number of factors including market location job-related knowledge skills/competencies and experience.

Your recruiter can share more about the specific offerings for this role as well as the salary range for your primary work location during the hiring process.

**This role is expected to come into our Torontooffice 2 days a week so you can thrive in your new role and fully embrace being a Dutonian!**

Hesitant to apply

We encourage you to submit your resume even if you dont meet every requirement. We value potential and consider each candidates full professional story. Whether youre exploring a career change or taking your next step we look forward to reviewing your application. If this just isnt the right role or time - sign up for job alerts!

Where we work

PagerDuty operates a hybrid work model with offices in 8 major cities: Atlanta Lisbon London San Francisco Santiago Sydney Tokyo and Toronto. While we offer flexibility within our established locations we cannot employ candidates residing in:

Location restrictions:
Australia: Northern Territory Queensland South Australia Tasmania Western Australia
Canada: Alberta Manitoba Newfoundland Northwest Territories Nunavut PEI Quebec Saskatchewan Yukon
United States: Alaska Hawaii Iowa Louisiana Mississippi Nebraska New Mexico Oklahoma Rhode Island South Dakota West Virginia Wyoming
Candidates must reside in an eligible location which vary by role.

How we work

Our values guide how we support customers collaborate with colleagues develop products and foster a culture of belonging. They define not just our actions but what it means to be Dutonian.

People Leaders at PagerDuty are responsible for creating high performance environments that drive accountability. PagerDuty has four key dimensions that define our Leadership Impact: Lead Self Lead the Team Lead the Business and Lead the Future. Each dimension has three associated competencies to give leaders a shared language for guiding their development career promotion and succession planning discussions. Our Manager Expectations serve as a practical guide for managers to understand their responsibilities prioritize their efforts and drive engagement and performance.

What we offer

As a global organization our total rewards approach is competitive with industry standards and aligned with local laws and regulations. Learn more including country-specific offerings on our benefits site.

Your package may include:

• Competitive salary
• Comprehensive benefits package
• Flexible work arrangements
• Company equity*
• ESPP (Employee Stock Purchase Program)*
• Retirement or pension plan*
• Generous paid vacation time
• Paid holidays and sick leave
• Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
• Paid 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 year
• Company-wide hack weeks
• Mental wellness programs

*Eligibility may vary by role region and tenure

About PagerDuty

PagerDuty Inc. (NYSE:PD) is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises. With a generative AI assistant at its core PagerDuty empowers teams to detect and resolve issues in real time orchestrate complex workflows and drive continuous improvement across their digital operations. Trusted by nearly half of both the Fortune 500 and the Forbes AI 50 as well as approximately two-thirds of the Fortune 100 PagerDuty is essential for delivering always-on digital experiences to modern businesses

PagerDuty is Great Place to Work-certified a Fortune Best Workplace for Millennials a Fortune Best Medium Workplace a Fortune Best Workplace in Technology and a top rated product on TrustRadius and G2.

Go behind-the-scenes on our careers site and @pagerduty on Instagram.

Additional Information

PagerDuty 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. Your privacy is important to us. By submitting an application you confirm that you have read and understand PagerDutys .

PagerDuty is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application process. Should you require accommodation please email and we will work with you to meet your accessibility needs.

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