Director, Product Monetization & Pricing

Software is changing. AI automation and platform capabilities are transforming how customers buy and consume software and traditional seat-based pricing is no longer enough. 

At Freshworks were rethinking how our products are packaged priced and monetized as our portfolio continues to evolve. Were looking for a senior individual contributor to help define that next chapter. 

This is a high-impact role where youll partner closely with Product Product Marketing Finance Sales Revenue Operations and Engineering to design modern monetization strategies launch new commercial models and help shape how customers experience value across the Freshworks portfolio. 

From early product discussions through market launch youll own pricing initiatives end-to-end while helping define the future commercial strategy for one of the fastest-evolving areas of our business. 

What Youll Do

Shape our monetization strategy

• Partner with Product leaders to define how new products and capabilities should be packaged priced and brought to market 
• Design pricing models across subscription usage-based consumption credit hybrid and emerging commercial frameworks 
• Develop business cases and financial models that balance customer value adoption revenue growth and long-term business economics 

Commercialize new products

• Work closely with Product Marketing to define feature packaging product tiers bundles and commercial offers 
• Design pricing experiments customer pilots and willingness-to-pay research to validate new approaches before launch
• Help bring new pricing strategies from concept through commercialization

Enable go-to-market success

• Partner with Sales Revenue Operations and Deal Desk to operationalize pricing and ensure scalable execution
• Develop pricing policies commercial guardrails and sales enablement materials that help customer-facing teams confidently position value 
• Support strategic customer conversations involving enterprise agreements usage-based pricing and new commercial models 

Measure and optimize

• Monitor customer adoption pricing performance competitive trends and monetization metrics 
• Recommend pricing and packaging changes based on customer behavior product usage and market dynamics
• Present recommendations and business cases to executive leadership

Qualifications :

Youll likely have experience building pricing packaging or monetization strategies for SaaS cloud AI or platform products. 

Youll enjoy solving questions like: 

• How should this product be monetized 
• What belongs in each edition 
• When does usage-based pricing create more customer value than seat-based pricing 
• How do we evolve commercial models without creating unnecessary complexity 

Were looking for someone who brings: 

• 8 years of experience in pricing strategy monetization product strategy management consulting revenue strategy or a related discipline within SaaS or technology
• Experience developing pricing and packaging strategies for software cloud platform or AI products 
• Strong understanding of subscription consumption usage-based hybrid and outcome-based pricing models 
• Experience building financial models pricing analyses and business cases
• A track record of influencing cross-functional teams across Product Finance Sales Marketing and Engineering 
• Strong communication skills and the ability to present recommendations to senior leadership
• Experience working across globally distributed teams with the ability to build strong partnerships across functions and time zones. This role collaborates closely with Product Engineering and Operations teams in India so flexibility in working hours when needed is important 

Additional Information :

This is a hybrid role with in-office expectations of 3 days/ week (Tuesday - Thursday) from our San Mateo CA headquarters. 

The annual base salary range for this position is $207400 - $256200 USD. This role is also eligible for a target bonus.

Compensation is based on a variety of factors including but not limited to location experience job-related skills and level.

Freshworks offers multiple options for dental medical vision disability and life insurances flexible spending commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

At Freshworks we have fostered an environment that enables everyone to find their true potential purpose and passion welcoming colleagues of all backgrounds genders sexual orientations religions and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant richer environment that boosts the goals of our employees communities and business. Fresh vision. Real impact. Come build it with us.

Remote Work :

No

Employment Type :

Full-time