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. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of a way to get work done. There’s another option: Freshworks. With a fresh vision for how the world works, 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, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency.

About the role

Software is changing; AI, automation, and platform capabilities are transforming how customers buy and consume software, and traditional seat-based pricing is no longer enough. 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.

Qualifications

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

Additional experience we're looking for:

• 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