Head of Pricing and Packaging, PMM

New York, United StatesHybrid

Responsibilities

Define and evolve Justworks’ company-wide pricing and packaging strategy across products, add-ons, bundles, and platform tiers.
Design pricing and packaging strategies that support both sales-assisted and self-serve customer journeys, ensuring clarity, flexibility, and efficiency across acquisition and expansion motions.
Own monetization outcomes tied to company revenue goals, including incremental ARR, expansion revenue, and margin performance.
Lead pricing strategy for new product launches, expansions, and platform innovations—ensuring alignment between value delivered and price captured.
Develop and maintain packaging structures that balance simplicity, competitiveness, and expansion opportunity across our multi-solution platform.
Drive pricing research initiatives (e.g., willingness-to-pay/conjoint studies, elasticity modeling, competitive benchmarking).
Build repeatable processes for pricing experimentation and iteration, incorporating data, qualitative insights, and cross-functional feedback loops.
Collaborate closely with Heads of Customer Journeys and Platform PMM peers to ensure pricing and packaging reinforce our broader positioning and platform narrative across the customer lifecycle. How You Will Do Your Work
Proven track record of driving incremental revenue through pricing updates, packaging optimization, and experimentation.

At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community.
experience in pricing, monetization strategy, product marketing, strategy consulting, finance, or revenue strategy, operating at a Senior Manager level or above in a SaaS or technology company. Demonstrated
experience leading company-level pricing transformations or monetization programs. •
Experience supporting multi-product or platform businesses, ideally within B2B, fintech, HR tech, payroll, compliance, or benefits environments.
Deep understanding of sales-assisted and growth-led motions, and how pricing enables both.
Experience leading structured experimentation programs tied to business OKRs.

The base wage range for this position based in our New York City Office is targeted at $175,500.00 - $210,600.00 per year. #LI-Hybrid #LI-SP1
Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location.
For more information about Justworks’ Total Reward Philosophy, including all of the perks and

benefits we are proud to offer our team members, please visit Total Rewards @ Justworks .
If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com .

We work hard and care about our most prized asset - our people.
We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues.
If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you.
We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values
If this sounds like you, you’ll fit right in. Who You Are
The mission of Justworks’ Product Marketing team is to define, articulate, and differentiate our value proposition to the right audiences—positioning our products for growth, adoption, and long-term success.
As we continue evolving into a multi-solution platform, how we price and package our offerings is foundational to customer trust, perception, and long-term differentiation.
We are seeking a strategic and analytically rigorous Head of Pricing & Packaging, PMM to lead Justworks’ multi-year Pricing & Packaging (P&P) strategy and cross-functional program execution.
This leader will oversee a small team of Product Marketing Managers and work cross-functionally with peers in Corporate Strategy, Finance, Marketing, Technology, and Revenue teams to lead Pricing & Packaging as a growth program across the business.
This role will report directly to the VP of Product Marketing.