Director of Pricing & Monetization

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 product‑first role will guide packaging and monetization across Product, Sales, Finance, and Marketing, translating strategy into field execution and commercial results.

What You’ll Own

Product & Monetization

• Define and evolve PagerDuty’s 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.


• 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.


• 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.

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 You’ll Build

• Billing & quoting infrastructure that supports deal execution and revenue operations.


• Pricing calculators and field tools used by the field to size and quote deals.


• Discount approval workflows that govern deal‑level pricing decisions.


• SKU architecture spanning our legacy and modern Operations Cloud offerings during migration.


• Partner with executive leadership to align pricing strategy with company‑level ARR and growth targets.

Your Team

Lead and grow an existing small team consisting of a Pricing Analyst, a Pricing Manager, and a Technical PM / Monetization Ops.

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.


• 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.


• 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.

6 Months

• 1–2 packaging experiments launched and instrumented.


• Go‑to‑market and customer‑facing pricing tools meaningfully improved.


• Discount governance strengthened with clear ownership and sign‑off process.


• 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 modernized.


• Entitlement flexibility improved – product teams can run pricing experiments faster and independently.


• Pricing function is seen as a strategic partner across Product, Sales, and Finance.


• Team performing with high agency and developing toward expanded scope.

Location Restrictions

PagerDuty cannot employ candidates residing in:

• 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

Salary & Benefits

The base salary range for this position is 180,000 – 303,600 USD. This role may also be eligible for bonus, commission, equity, and/or benefits. Competitive salary, comprehensive benefits package, flexible work arrangements, company equity, ESPP, retirement or pension plan, generous paid vacation, paid holidays and sick leave, wellness days, paid parental leave, and paid volunteer time off are among the offerings.

Equal Opportunity Employment

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 PagerDuty’s Privacy Policy. 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. PagerDuty uses the E‑Verify employment verification program.

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