Pricing & Packaging Strategy Lead

About Mixpanel

Mixpanel turns data clarity into innovation. Trusted by more than 29000 companies including Workday Pinterest LG and Rakuten Viber Mixpanels AI-first digital analytics help teams accelerate adoption improve retention and ship with confidence. Powering this is an industry-leading platform that combines product and web analytics session replay experimentation feature flags and metric trees. Mixpanel delivers insights that customers trust. Visit to learn more.

About the Team

Strategy & Operations is a small high-leverage team sitting at the center of the company led by the VP of Strategy & Operations and reporting directly to the CEO. We own the operating rhythm that keeps the business aligned including company-wide planning OKRs and goal-setting processes and we take on the cross-functional initiatives and special projects that are too strategic or too sprawling to live cleanly within any single function. Were a team that gets called in when something important needs to get done and its not obvious who should own it. Were early in building out this function which means theres a real opportunity to shape how we operate and what we take on as the company scales. Were also deliberate about building this team differently we expect everyone in S&O to use AI as a daily tool for analysis modeling and communication and to help us discover where it can fundamentally change how a lean team operates at scale.

About the Role

Were looking for a Pricing & Packaging Strategy Lead to own one of the most important levers in our business. This is a specialist role were not looking for a generalist who can figure it out but someone who has done this before and knows the craft: how to structure tiers how to think about value metrics how to run a pricing change end-to-end and how to build the cross-functional alignment that makes it stick.

Youll be the companys internal expert on pricing and packaging the person Product Sales Finance and Marketing turn to when they have a pricing question a new feature to monetize or a deal that needs a judgment call. Youll build this function from the ground up establishing the frameworks processes and institutional knowledge that turn pricing from an ad hoc conversation into a strategic capability.

This role sits within Strategy & Operations and reports to the VP of Strategy & Operations.

Responsibilities

Own Our Pricing & Packaging Strategy

• Evaluate and evolve our current pricing model tiers value metrics add-ons and packaging structure with a clear view on where were leaving revenue on the table or creating friction for customers.
• Build and maintain the financial models that underpin pricing decisions quantifying the ARR expansion and churn implications of changes before we make them.
• Design and run pricing experiments synthesizing results into clear actionable recommendations for leadership.
• Stay current on competitive pricing movements and market trends ensuring our strategy is defensible and differentiated.

Connect Pricing to the Product & GTM Motion

• Partner with Product and Product Marketing to ensure new features and product lines are monetized thoughtfully packaging decisions should reflect how customers actually derive value not just whats easiest to ship.
• Work with Sales and Customer Success to understand price sensitivity deal patterns and objection trends feeding those insights back into strategy.
• Conduct or commission willingness-to-pay research and customer segmentation analysis to ground decisions in data rather than assumptions.

Drive Alignment & Operationalize Changes

• Push the Frontier on How This Work Gets Done Bring AI tools into your daily workflow whether thats accelerating financial modeling synthesizing competitive intelligence running scenario analysis or drafting communications. Identify where AI can collapse timelines or unlock analysis that wouldnt be feasible for a small team otherwise. Share what you learn part of building this function is building the playbook for how S&O works and we want that playbook to be AI-native from day one.
• Build the governance structure around pricing: who approves what how exceptions are handled how discount policies are enforced and how changes are communicated.
• Partner with RevOps and Finance to ensure pricing changes are operationally viable accounting for how they flow through quoting billing and financial reporting.
• Lead change management when packaging or pricing evolves making sure Sales is equipped to position changes confidently and customers experience seamless transitions.

We Are Looking For Someone Who Has

Experience

• 58 years of experience with at least 23 years spent specifically in pricing and packaging at a B2B SaaS company this is a specialist role and that direct experience is required.
• Hands-on experience running a pricing or packaging change end-to-end: from research and modeling through cross-functional alignment launch and post-launch evaluation.
• Fluency in SaaS business model fundamentals you understand how pricing decisions affect ARR NRR expansion churn and unit economics and you can model those impacts rigorously.
• Experience working across Product Finance Sales and Marketing to drive alignment on pricing decisions where stakeholders dont always naturally agree.

Skills

• Strong financial modeling skills you can build a model from scratch stress-test assumptions and translate outputs into a clear narrative for leadership.
• Familiarity with pricing research methodologies (e.g. Van Westendorp conjoint analysis willingness-to-pay surveys) and when to apply them.
• Clear concise communicator who can write a one-pager for the CEO run a working session with Sales and present a recommendation to the board with equal confidence.
• Comfortable operating with autonomy in ambiguous environments youre used to defining the problem before solving it.
• Genuinely curious about AI tools and how they apply to strategic and analytical work youre already using them regularly and can point to specific ways theyve changed how you operate not just speed things up.

Bonus Points

• Familiarity with CPQ tools and how pricing logic flows into quoting and billing systems.
• SQL proficiency or comfort working directly with data and analytics tools.
• Prior exposure to PLG (product-led growth) motions and how pricing intersects with self-serve conversion and expansion.

Benefits and Perks

• Comprehensive Medical Vision and Dental Care
• Mental Wellness Benefit
• Generous Vacation Policy & Additional Company Holidays
• Enhanced Parental Leave
• Volunteer Time Off
• Additional US Benefits: Pre-Tax Benefits including 401(K) Wellness Benefit Holiday Break

*please note that benefits and perks for contract positions will vary*

Culture Values

• Make Bold Bets: We choose courageous action over comfortable progress.
• Innovate with Insight: We tackle decisions with rigor and judgment - combining data experience and collective wisdom to drivepowerful outcomes.
• One Team: We collaborate across boundaries to achieve far greater impact than any of us could accomplish alone.
• Candor with Connection: We build meaningful relationships that enable honest feedback and direct conversations.
• Champion the Customer: We seek to deeply understand our customers needs ensuring their success is our north star.
• Powerful Simplicity: We find elegant solutions to complex problems making sophisticated things accessible.

Why choose Mixpanel

Were a leader in analytics with over 9000 customers and $277M raised from prominent investors: like Andreessen-Horowitz Sequoia YC and most recently Bain Capital. Mixpanels pioneering event-based data analytics platform offers a powerful yet simple solution for companies to understand user behaviors and easily track overarching company success metrics. Our accomplished teams continuously facilitate our expansion by tackling the ever-evolving challenges tied to scaling reliability design and service. Choosing to work at Mixpanel means youll be helping the worlds most innovative companies learn from their data so they can make better decisions.

Mixpanel is an equal opportunity employer supporting workforce diversity. At Mixpanel we are focused on things that really matterour people our customers our partnersout of a recognition that those relationships are the most valuable assets we have. We actively encourage women people with disabilities veterans underrepresented minorities and LGBTQ people to apply. We do not discriminate on the basis of race religion color national origin gender gender identity or expression sexual orientation age marital status veteran status or disability status. Pursuant to the San Francisco Fair Chance Ordinance or other similar laws that may be applicable we will consider for employment qualified applicants with arrest and conviction records. Weve immersed ourselves in our Culture and Values as our guiding principles for the impact we want to have and the future we are building.