Director, Pricing & Packaging

The Director of GTM Pricing is a strategic leader within the Pricing team, reporting directly to the VP of Pricing. This role focuses primarily on the Go-to-Market (GTM) aspects of pricing, ensuring alignment with sales objectives, competitive dynamics, and deal execution effectiveness. You will closely collaborate with Sales, Deal Desk, Sales Enablement, Product Marketing, and Web Marketing to gather market intelligence, drive informed decision-making, optimize discounting strategies, and execute promotional campaigns to support revenue growth and profitability. Responsibilities:Lead and execute GTM-facing pricing strategies and operational tactics in close collaboration with Sales.Gather and analyze competitor pricing, packaging, and discounting strategies, leveraging insights directly from the sales organization.Conduct win/loss analyses specific to pricing to identify trends and provide actionable recommendations to enhance competitive positioning.Create and manage effective discounting guidelines, frameworks, and governance, providing clear direction for Deal Desk and Sales teams.Partner with Revenue Enablement to deliver timely training, communications, and tools regarding pricing changes and competitive positioning.Act as a trusted advisor and expert resource for Deal Desk, particularly on strategic, complex, or unique deal scenarios.Collaborate effectively with the Product Pricing & Packaging team to ensure alignment between GTM and product pricing strategies.Work closely with the Web Marketing team to enhance pricing pages, ensuring clarity, competitiveness, and alignment with overall pricing strategies.Partner with broader Marketing functions to develop and execute pricing promotions and targeted campaigns that drive customer acquisition and revenue growth.Continuously monitor pricing effectiveness and market trends, recommending and implementing adjustments as needed.