Senior Pricing & Strategy Specialist
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OneTrust Mission
OneTrust enables organizations to use data and AI responsibly. Our platform automates governance of data across privacy, security, IT/tech, third‑party, and AI risk, and activates responsible data use through policy enforcement across the entire data estate and lifecycle.
The Challenge
Pricing must keep pace with rapid innovation across privacy, consent, AI governance, tech risk, and third‑party management while balancing customer value with sustainable monetization.
Your Mission
- Identify opportunities: Analyze historical pricing performance, segment differences, competitor moves, and market signals to drive revenue growth and design pricing model improvements.
- Analysis to strategy: Transform research into strategic proposals, such as packaging new offerings or optimizing existing pricing models, then forecast the impact of proposed changes.
- Proposals to reality: Partner with product and go‑to‑market leaders to implement price changes. Create clear, value‑focused sales materials (offering overviews, ROI calculators, CPQ logic) to educate GTM teams and realize the value you identified in your proposals.
- Innovation monetization: Assess willingness‑to‑pay and recommend monetization strategies for newly released features and products; guide Product teams' roadmap prioritization through ROI analysis.
- Targeted sales plays: Collaborate with GTM Strategy, Sales Programs, and Deal Desk to launch targeted sales plays that drive revenue growth, contributing your understanding of customer segmentation, willingness to pay, and competitive differentiation to improve play effectiveness.
- AI‑driven: Leverage AI tools to synthesize data and streamline strategy development.
You Are
- Fluent in SaaS monetization: 4–7+ years in B2B SaaS pricing or related functions (Strategy, Finance, Deal Desk).
- Insight‑driven storyteller: A clear communicator who can wade into complexity and translate into simple, persuasive, data‑backed narratives.
- Essential insights: You excel at uncovering and delivering clear, actionable insights that simplify complex trade‑offs for executives and drive initiatives forward.
- Balance of rigor & speed: Strong modeling skills (Excel, Power BI, SQL); familiarity with value‑pricing tools (quantitative & qualitative research techniques, competitive research, financial analysis, deal review).
- Naturally cross‑functional: You build trust with Product, Sales, Finance, Operations, and Customer Success stakeholders as an everyday practice; you love fast feedback loops and test‑and‑learn.
- Education: BS in a relevant field; advanced degree preferred.
- Tools: Excellent PowerPoint skills; proficient with Salesforce and enablement platform; experience translating price logic into system requirements – CPQ/DealHub familiarity a plus.
Extra Awesome
- Project ownership of packaging, price setting, and/or discount governance initiatives from framing to research and proposal to implementation.
- Experience with pricing structures for platforms, multi‑offering portfolios, and/or tiered solution packages.
- Involvement with implementing license metrics, in‑app license consumption reporting, and/or governing license metric overages.
- Previous success transitioning customers from legacy pricing models to new pricing to optimize customer value while minimizing disruption.
- Developed sales collateral (pricing overviews, playbooks, calculators, FAQs, trainings) that improved deal performance.
- Background at a privacy, compliance, security, risk, or data governance software company.
Salary Range
$104,325—$156,487.50 USD
Benefits
- Comprehensive healthcare coverage
- Flexible PTO
- Equity RSUs
- Annual performance bonus opportunities
- Retirement account support
- 14+ weeks of paid parental leave
- Career development opportunities
- Company‑paid privacy certification exam fees
Resources
- OneTrust Careers on YouTube
- @LifeatOneTrust on Instagram
Data Privacy & Recruitment Integrity
OneTrust never asks for personal information, IDs, or bank information during the interview process. Legitimate communications come only from recruiters with an onetrust.com email. If you encounter a suspected fraud, please contact
Your Commitment
We provide equal employment opportunities to all employees and applicants for employment and prohibit discrimination and harassment of any type without regard to any protected class. OneTrust values diversity, equity, and inclusion.
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