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.
Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue Systems.
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.
Requirements
The ideal candidate has operated at the intersection of product management and monetization in a later-stage B2B SaaS environment. You've owned packaging decisions end-to-end, built monetization infrastructure, and have the credibility to influence both product roadmaps and sales motions.
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.
What You'll Build
Inherit and grow an existing pricing and monetization foundation that includes: Billing & quoting infrastructure, Pricing calculators and field tools, Discount approval workflows, SKU architecture.
Lead and grow an existing small team: Pricing Analyst, Pricing Manager, Technical PM / Monetization Ops.
What You'll Own
Product & Monetization
Go-to-Market Execution
Feedback, Analysis, and Planning
Pay
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.