VP, Pricing & Packaging
Delinea · Remote · U.S. Remote ·
COMPENSATION
$300k – $340k
Listed on the employer's job board (Ashby)
- VP level executive role
- Reports to CPO
- Identity security focus
- Global remote team
- Strategic leadership
As a horizontal L-1 leader reporting to the Chief Product Officer, you will own the pricing and packaging strategy for Delinea’s entire portfolio. The role involves establishing monetization as a professional discipline, managing discount governance, and ensuring commercial readiness for new categories like AI agent identity and Non-Human Identity governance.
What you'll do
- Define pricing architecture including tiering, licensing metrics, and bundling
- Lead monthly Price Committee with financial models and recommendations
- Establish discount governance policies and guardrails
- Drive monetization for new categories like NHI and AI agents
- Ensure commercial readiness so pricing ships with products
- Create single source of truth for pricing and quoting guidance
- Analyze price realization and competitive positioning using market data
What you'll need
- 12+ years in pricing strategy, monetization, or product management
- 5+ years specifically owning pricing as a named function
- Experience building a monetization function from scratch
- Track record defending recommendations to formal pricing committees
- Expertise in designing tiered packaging for enterprise software
- Strong financial modeling skills for ARR and discount optimization
- Ability to influence executives without direct authority over sales
Nice to have
- Background in cybersecurity, PAM, IAM, or secrets management
- Experience with consumption or usage-based pricing models
- Knowledge of CPQ tools like Salesforce CPQ or Apttus
- Experience with pricing during M&A integration
- MBA degree
Stack
- Salesforce CPQ
- Apttus
What you get
- Competitive salary and meaningful bonus program
- Healthcare insurance coverage
- Pension and retirement matching
- Comprehensive life insurance
- Employee assistance program
- Paid time off and company holidays