Director, Pricing & Monetization

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency.

About the role

We are looking for a Director, Pricing & Monetization to join our growing team. This is a senior individual contributor role on our Product team, reporting to the Sr. Director, Pricing. We're not looking for someone to execute a strategy handed to them. We're looking for someone who can build the strategy, sell it, and see it through. You'll own pricing decisions end-to-end: from the earliest conversations with Product Managers on what a new capability is worth, through designing the model, building the case, winning buy-in from stakeholders, getting executive approval, and then implementing and measuring what you built. This isn't a strategy-only seat. You'll be in the room for the idea, the pitch, the build, and the results.

Responsibilities

• Own pricing from inception to impact. Partner with Product Managers from the earliest stages of a new capability through pricing model design, including AI-based pricing structures, and build the business case yourself to win executive approval.
• Drive buy-in without formal authority. Lead cross-functional alignment across Product, Product Marketing, Finance, Sales, Revenue Operations, and Engineering, using pricing experiments and willingness-to-pay research to pressure-test ideas before they go to market.
• Execute and implement, not just advise. Partner with Sales, Revenue Operations, and Deal Desk to operationalize the pricing decisions you've designed, building the policies and enablement materials that let go-to-market teams execute with confidence.
• Measure, fine-tune, and build the framework. Monitor adoption and performance on what you've implemented, adjust based on real results, and build a repeatable framework for how pricing decisions get made going forward.

Requirements

We're looking for a driver, someone with a demonstrated track record of leading pricing decisions independently, not just contributing to one part of someone else's plan. You should be able to point to specific examples where you:

• Originated a pricing or packaging strategy yourself, rather than executing a strategy someone else designed.
• Built buy-in and got a pricing decision approved by stakeholders and executives without having formal authority over them.
• Carried a pricing initiative through the full lifecycle: strategy, testing, approval, implementation, and post-launch measurement.
• Adjusted a pricing decision after launch based on real performance data.

Qualifications

• 8+ years in pricing, monetization, or revenue strategy roles within SaaS or technology.
• Experience with AI-based pricing models strongly preferred.
• Strong understanding of subscription, consumption, usage-based, hybrid, and outcome-based pricing models.
• A track record of influencing cross-functional teams across Product, Finance, Sales, Marketing, and Engineering.
• Strong communication skills and the ability to present and defend recommendations to senior leadership.
• Experience working across globally distributed teams.

Schedule

This is a hybrid role with in-office expectations of 3 days/week (Tuesday - Thursday) from our San Mateo, CA headquarters.

Pay

The annual base salary range for this position is $207,400 - $256,200 USD. This role is also eligible for a target bonus.

Benefits

• Multiple options for dental, medical, vision, disability, and life insurances.
• Flexible spending, commuter benefits, and wellness benefits.
• Adoption and parental leave benefits.