Market Strategy & Pricing Manager

About the role

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync.

We are seeking a Market Strategy & Pricing Manager to lead our effort to build out our pricing motion and leverage quantitative approaches to inform our market strategy. This role will partner with executive stakeholders across Product, Finance, and GTM to define our TAM / SAM, build in-depth models of our market and the competitive landscape, and price our products to win in the market. The ideal candidate is a self-starter who is comfortable operating with ambiguity, thrives in a fast-paced environment, and relishes the opportunity to own a critical capability from end to end. This person will have a high degree of visibility with senior leadership, including Executive and VP leaders across Finance, Product, and GTM functions, so must be skilled at synthesizing complex information into decision-ready recommendations.

Responsibilities

• Strategic Analysis & Recommendations: Lead analyses that inform product development, partnerships, and M&A, translating findings into clear recommendations with options and tradeoffs for leadership.
• Pricing: Partner with Product and Product Marketing to price new products for sale and update pricing on existing products to win in the market. Own discounting analysis and pricing recommendations delivered to leadership.
• Market Diligence: Direct market diligence to size opportunities, assess product-market fit, and model pricing and sales forecasting to support direct product investment or M&A initiatives.
• Market Intelligence Integration: Integrate TAM/SAM models, pricing insights, and field intelligence into product planning and prioritization.
• Executive Communication: Package and present insights to leadership teams on both recurring and ad-hoc bases, tailoring depth and framing to the audience.
• Deliverable Ownership: Own deliverables across pricing, TAM/SAM, and strategic analysis, ensuring quality and consistency.

Requirements

• Bachelor’s degree in business, economics, finance, or a related field; MBA or other advanced degree preferred.
• 6–8 years of experience in strategy consulting, corporate strategy, competitive intelligence, or pricing/market strategy roles, ideally within B2B SaaS or enterprise software.
• Demonstrated experience leading pricing strategy, TAM/SAM sizing, and market or competitive analysis that directly informed executive decision-making.
• Experience supporting M&A processes, including market diligence, opportunity sizing, and pricing and sales forecasting.
• Strong financial modeling, quantitative analysis, and forecasting skills.
• Excellent written and verbal communication skills, with a track record of presenting complex analysis to senior executives and translating it into clear, actionable recommendations.
• Ability to manage multiple concurrent workstreams and balance short-term deliverables against multi-quarter strategic initiatives.
• Comfortable operating with ambiguity in a fast-paced environment; strong ability to influence cross-functionally across Product, Finance, and GTM.
• Proficiency in SQL and statistical programming languages (e.g., Python, R) for analytics, statistical modeling, or data manipulation.
• Demonstrated experience using AI tools for research, analysis, and synthesis.

Pay

Boston, MA: $150,000 – $168,000. On-target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance. The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location.

Benefits

• Comprehensive healthcare options for individuals and families
• Flexible vacation policy and paid company holidays
• 401(k) with company match
• Paid parental leave, wellness stipends, and HSA contributions
• Professional development and growth opportunities
• A collaborative office environment with weekly catered lunches