VP, Pricing & Packaging

Role Description

The Vice President, Pricing & Packaging is responsible for designing, building, and scaling OneStream's monetization strategy across its full product portfolio. This role owns the architecture and execution of pricing models, packaging tiers, and commercial frameworks that drive ARR growth, improve win rates, and accelerate deal velocity—while aligning monetization with customer value and OneStream's multi-product growth ambitions.

This leader operates at the intersection of strategy and execution in a high-growth, PE-backed SaaS environment, translating commercial insights and competitive intelligence into scalable pricing frameworks. As a key cross-functional partner, this role works closely with the CRO, CFO/FP&A, Product, Sales, and Marketing to ensure that pricing architecture supports go-to-market execution and enterprise value creation.

Primary Duties and Responsibilities

Pricing Strategy & Architecture
Design and maintain OneStream's enterprise pricing model across all product lines.

Develop metric-based, outcome-based, and consumption-based pricing structures aligned to customer value.

Establish pricing tiers, licensing models, and packaging bundles that support land, expand, and renew motions.

Define standard and non-standard deal structures, including enterprise agreements, usage tiers, and multi-product bundles.

Lead the evaluation and design of a consumption-based pricing transition roadmap.

Packaging Design & Productization
Own the packaging architecture across OneStream's full product portfolio.

Define feature bundling, add-on architecture, and module-level packaging for new and existing products.

Drive coherent packaging narratives that support sales motion and simplify buying decisions.

Establish clear customer segment packages to reduce friction and improve conversion.

Develop expansion packaging paths that drive NRR growth across the installed base.

Commercial Governance, Pricing Execution & Deal Support
Own discounting policy frameworks and approval thresholds.

Design commercial guardrails that protect margin while enabling competitive flexibility.

Partner with Sales to support complex, non-standard pricing requests and custom deal structures.

Own CPQ configuration, quoting architecture, and pricing system governance.

Lead Sales activation readiness for new pricing and packaging launches.

Competitive Intelligence & Market Positioning
Lead ongoing competitive pricing benchmarking across the CPM/EPM landscape.

Translate win/loss data, deal insights, and customer feedback into actionable pricing adjustments.

Partner with Product Marketing to develop competitive positioning and pricing messaging.

Establish regular market analysis cadence to ensure pricing remains competitive.

Pricing Analytics & Insights
Build and own a pricing analytics function to track win rates, ACV trends, discount patterns, and price realization.

Deliver pricing performance dashboards for senior leadership and PE sponsors.

Build data models that connect packaging decisions to ARR outcomes, deal velocity, and customer health.

Partner with RevOps and FP&A to ensure pricing decisions inform capacity planning and financial modelling.

Influence (Advisory)
Product roadmap prioritization via structured pricing and commercial feedback.

Compensation plan design as it relates to pricing-linked incentives.

Customer Success and renewal strategies where pricing flexibility is a retention lever.

Qualifications

8+ years of experience in Pricing Strategy, Monetization, Product Marketing, or Commercial Operations in a SaaS environment.

Proven track record designing and scaling enterprise SaaS pricing models.

Experience building packaging frameworks for multi-product portfolios in complex enterprise environments.

Demonstrated success partnering with Sales, RevOps, and Product to operationalize pricing strategy.

Strong background in competitive analysis, win/loss analytics, and market benchmarking.

Experience influencing executive leadership and operating in PE-backed, high-growth environments.

Requirements

Deep command of enterprise SaaS pricing mechanics, value-based pricing, and monetization strategy.

Strong analytical and financial modelling skills with the ability to translate commercial data into executive-level insights.

Builder-doer mindset—able to operate strategically while driving execution hands-on.

Exceptional cross-functional influence skills, with the ability to drive alignment without direct authority.

Executive presence with comfort presenting to senior leadership, PE sponsors, and Board audiences.

Strong change management capability in complex, tenured enterprise organizations.

Fluency in SaaS metrics (ARR, NRR, ACV, win rate, deal velocity, price realization).

Familiarity with CPQ platforms, Salesforce ecosystems, and GTM technology stacks preferred.

Benefits

Excellent Medical Plan

Dental & Vision Insurance

Life Insurance

Short & Long Term Disability

Vacation Time

Paid Holidays

Professional Development

Retirement Plan