Director of Pricing & Monetization
PagerDuty, Indianapolis, IN, United States
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 the Product Development organization and reports to the VP of Product Strategy & Growth. This is a product-first role focused on pricing discipline, cross-functional collaboration, and end-to-end ownership from recommendation to implementation to operations. You will decide on deal desks, discounting, and promotions in real time. The ideal candidate operates at the intersection of product management and monetization in a later-stage B2B SaaS environment, owning packaging decisions end-to-end, building monetization infrastructure, and influencing both product roadmaps and sales motions. What You’ll Own
Product & Monetization Define and evolve packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — with Product and Engineering Build and maintain a monetization review process to bring pricing strategy into roadmap decisions early Lead SKU design and experimentation: develop frameworks to create, test, and iterate packaging changes quickly and safely Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — with Engineering and Revenue Systems Serve as the cross-functional decision-maker across product, design, and engineering for what we build and how we take products to market, owning the full lifecycle from 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 as we transition legacy customers to modern Operations Cloud plans, including cohort strategy, field playbooks, and customer communication 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 to evaluate pricing scenarios and segment-level impact Engage with customers to pressure-test pricing assumptions and surface friction points What You’ll Build
This role inherits and grows an existing pricing and monetization foundation that includes: Billing & quoting infrastructure — systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility Pricing calculators and field tools — internal tools used by the field to size and quote deals (currently in active development) Discount approval workflows — governance structure for deal-level pricing decisions SKU architecture — portfolio of plans spanning legacy and modern Operations Cloud offerings (mid-migration) Partnership with executive leadership to align pricing strategy with company ARR and growth targets The opportunity is to modernize this foundation so pricing decisions and actions happen faster and GTM teams have tools they trust and actively use. You’ll 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. We’re 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 1–2 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
180,000 – 303,600 USD. 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. Hesitant to apply?
We encourage you to submit your resume even if you don’t meet every requirement. We value potential and consider each candidate’s full professional story. If this isn’t the right role or time, sign up for job alerts (careers.pagerduty.com/jobalerts). Where we work
PagerDuty operates a hybrid work model with offices in 8 major cities. While we offer flexibility, we cannot employ candidates residing in certain locations. Location restrictions include: 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, varying by role. How we work
Our values guide how we support customers, collaborate with colleagues, develop products, and foster belonging. Leadership expectations outline how managers lead self, the team, the business, and the future. What we offer
As a global organization, our total rewards approach is competitive and aligned with local laws. See our benefits site for country-specific offerings. Your package may include: competitive salary, comprehensive benefits, flexible work, equity, ESPP, retirement plan, generous PTO, holidays and sick leave, wellness days, paid parental leave, paid volunteer time off, hack weeks, and mental wellness programs. Eligibility may vary by role, region, and tenure. About PagerDuty
PagerDuty is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform for business resilience and operational efficiency. Trusted by many Fortune 500/Forbes AI 50 and Fortune 100, PagerDuty enables always-on digital experiences. We are Great Place to Work-certified and widely recognized as a top workplace and product on industry platforms. Go behind-the-scenes on our careers site and follow us on social media. Additional Information
PagerDuty is an equal opportunity employer. We do not discriminate on any protected status. By submitting an application, you confirm that you have read and understand PagerDuty’s Privacy Policy. PagerDuty provides accommodations for applicants with disabilities upon request. PagerDuty uses the E-Verify employment verification program.
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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 the Product Development organization and reports to the VP of Product Strategy & Growth. This is a product-first role focused on pricing discipline, cross-functional collaboration, and end-to-end ownership from recommendation to implementation to operations. You will decide on deal desks, discounting, and promotions in real time. The ideal candidate operates at the intersection of product management and monetization in a later-stage B2B SaaS environment, owning packaging decisions end-to-end, building monetization infrastructure, and influencing both product roadmaps and sales motions. What You’ll Own
Product & Monetization Define and evolve packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — with Product and Engineering Build and maintain a monetization review process to bring pricing strategy into roadmap decisions early Lead SKU design and experimentation: develop frameworks to create, test, and iterate packaging changes quickly and safely Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — with Engineering and Revenue Systems Serve as the cross-functional decision-maker across product, design, and engineering for what we build and how we take products to market, owning the full lifecycle from 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 as we transition legacy customers to modern Operations Cloud plans, including cohort strategy, field playbooks, and customer communication 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 to evaluate pricing scenarios and segment-level impact Engage with customers to pressure-test pricing assumptions and surface friction points What You’ll Build
This role inherits and grows an existing pricing and monetization foundation that includes: Billing & quoting infrastructure — systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility Pricing calculators and field tools — internal tools used by the field to size and quote deals (currently in active development) Discount approval workflows — governance structure for deal-level pricing decisions SKU architecture — portfolio of plans spanning legacy and modern Operations Cloud offerings (mid-migration) Partnership with executive leadership to align pricing strategy with company ARR and growth targets The opportunity is to modernize this foundation so pricing decisions and actions happen faster and GTM teams have tools they trust and actively use. You’ll 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. We’re 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 1–2 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
180,000 – 303,600 USD. 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. Hesitant to apply?
We encourage you to submit your resume even if you don’t meet every requirement. We value potential and consider each candidate’s full professional story. If this isn’t the right role or time, sign up for job alerts (careers.pagerduty.com/jobalerts). Where we work
PagerDuty operates a hybrid work model with offices in 8 major cities. While we offer flexibility, we cannot employ candidates residing in certain locations. Location restrictions include: 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, varying by role. How we work
Our values guide how we support customers, collaborate with colleagues, develop products, and foster belonging. Leadership expectations outline how managers lead self, the team, the business, and the future. What we offer
As a global organization, our total rewards approach is competitive and aligned with local laws. See our benefits site for country-specific offerings. Your package may include: competitive salary, comprehensive benefits, flexible work, equity, ESPP, retirement plan, generous PTO, holidays and sick leave, wellness days, paid parental leave, paid volunteer time off, hack weeks, and mental wellness programs. Eligibility may vary by role, region, and tenure. About PagerDuty
PagerDuty is a global leader in digital operations management. The PagerDuty Operations Cloud is an AI-powered platform for business resilience and operational efficiency. Trusted by many Fortune 500/Forbes AI 50 and Fortune 100, PagerDuty enables always-on digital experiences. We are Great Place to Work-certified and widely recognized as a top workplace and product on industry platforms. Go behind-the-scenes on our careers site and follow us on social media. Additional Information
PagerDuty is an equal opportunity employer. We do not discriminate on any protected status. By submitting an application, you confirm that you have read and understand PagerDuty’s Privacy Policy. PagerDuty provides accommodations for applicants with disabilities upon request. PagerDuty uses the E-Verify employment verification program.
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