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, not as an afterthought
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
Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communication
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
Track record of running pricing experiments and measuring commercial impact
Requirements
Notable customers include GE, Cisco, Genentech, Electronic Arts, Cox Automotive, Netflix, Shopify, Zoom, DoorDash, Lululemon and more.
We are expanding rapidly as a platform for Digital Operations Management using AI/ML and Automation and growing our adoption by Development, IT, Customer Service, Security, and other teams across the organization. About the Role
Go-to-Market Execution
This person is expected to be a cross-functional decision-maker for GTM, Technology, and Revenue Operations teams
The opportunity is to modernize this foundation so pricing decisions and actions happen faster, and go-to-market teams have tools they trust and actively use.
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
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
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
Deep understanding of current SKU architecture, billing systems, and field pricing dynamics
Go-to-market and customer-facing pricing tools meaningfully improved — measurable increase in field confidence and usage
The PagerDuty Operations Cloud is an AI-powered platform that empowers business resilience and drives operational efficiency for enterprises.
With a generative AI assistant at its core, PagerDuty empowers teams to detect and resolve issues in real time, orchestrate complex workflows, and drive continuous improvement across their digital operations.
Trusted by nearly half of both the Fortune 500 and the Forbes AI 50, as well as approximately two-thirds of the Fortune 100, PagerDuty is essential for delivering always-on digital experiences to modern businesses
Experience
10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization Demonstrated
Benefits
Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR
Discount governance strengthened — clear ownership and sign-off process for deal-level exceptions
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.
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.
Your package may include: Competitive salary
Comprehensive benefits package
Flexible work arrangements Company equity*
Retirement or pension plan*
Generous paid vacation time
Paid holidays and sick leave
Dutonian Wellness Days & HibernationDuty - companywide paid days off in addition to PTO
Paid parental leave: 22 weeks for pregnant parent, 12 weeks for non-pregnant parent (some countries have longer leave standards and we comply with local laws)*
Paid volunteer time off: 20 hours per year
Contact
Go behind-the-scenes on our careers site and @pagerduty on Instagram.
Should you require accommodation, please email accommodation@pagerduty.com and we will work with you to meet your accessibility needs.
Additional details
PagerDuty (NYSE:PD) is a leader in Digital Operations Management. In an always-on world, organizations of all sizes trust PagerDuty to help them deliver a perfect digital
Teams use PagerDuty to identify issues and opportunities in real time and bring together the right people to fix problems faster and prevent them in the future.
Over 13,000 organizations (including 60 of Fortune 100) rely on PagerDuty to succeed with Digital Transformation, Cloud Migration, and DevOps Modernization.
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 our Product Development organization and reports to the VP of Product Strategy & Growth.
You'll bring the same rigor to pricing that a great PM brings to a product: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes.
You'll also be the connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results.
This role owns the full lifecycle from recommendation to implementation to operations.
You'll be the decision-maker on deal desk, discounting, and promotions in real-time.
You've owned packaging decisions end-to-end, built monetization infrastructure, and have the credibility to influence both product roadmaps and sales motions. What You'll Own
This person is the cross-functional decision-maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering) for how we take products to market.