Director of Pricing & Monetization

About the role

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. This is a product-first role.

Responsibilities

• 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
• Operate as the cross-functional decision-maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering)
• Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials
• Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans - including cohort strategy, field playbooks, and customer communication

Qualifications

• 10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization
• Demonstrated experience owning packaging architecture and feature tiering decisions - not just supporting them
• Track record of running pricing experiments and measuring commercial impact
• 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
• Ability to mentor and grow other pricing and product roles

Preferred Qualifications

• 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
• Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR