Senior Analyst - Pricing & Packaging

Fastly helps people stay better connected with the things they love. Fastly’s edge cloud platform enables customers to create great digital experiences quickly, securely, and reliably by processing, serving, and securing our customers’ applications as close to their end-users as possible — at the edge of the Internet. The platform is designed to take advantage of the modern internet, to be programmable, and to support agile software development. Fastly’s customers include many of the world’s most prominent companies, including GitHub, Yelp, Paramount, and JetBlue.

About the role

We are seeking a detail-oriented and motivated individual to join the Pricing & Packaging team. You are a strategic problem solver, thrive at building monetization strategies, and enjoy a fast-paced & high-growth environment. Your role will be pivotal in driving long-term growth by executing pricing, packaging, and monetization initiatives across Fastly’s product portfolio.

Responsibilities

• Partner closely with the Product team to build and define strategies and product roadmap
• Lead pricing & packaging programs to increase revenue and growth, capitalize on strengths, and mitigate challenges for products
• End-to-end commercialization and operationalization, delivering programs from concept to launch by partnering with Sales, Marketing, Legal, Finance, Business Systems, and others, owning every step along the way and driving consensus cross-functionally
• Conduct qualitative and quantitative research to test strategy hypotheses, review and analyze pricing trends and discounting, validate customer's willingness to pay, and refine product positioning
• Research buyer motivations, analyze performance data and market trends to drive frequent iteration of pricing for Fastly's products
• Provide expertise to teams on pricing metrics, pricing & packaging strategies, and frameworks
• Ensure consistency across the entire product portfolio

Requirements

• 7-10 total years’ work experience in product management, pricing & packaging, management consulting, or strategic finance field
• Strong experience executing on monetization strategies for B2B, SaaS, and usage-based companies in related industries
• Excellent quantitative and data analytical skills. High proficiency in Excel, Looker, Salesforce, or other business applications to gather data, structure, and analyze into actionable pricing strategies and business insights
• Ability to thrive and form well-reasoned opinions from multiple perspectives and limited information
• Customer-focused, seeking a deep understanding of target users and adept at understanding their problems and arriving at elegant solutions
• Self-directed, highly motivated, and intellectually curious to tackle complex challenges and deliver discernible impact on the business
• Great presentation, communication, and influence skills that tell a cohesive story and drive consensus to decision making
• Foundational understanding of accounting and revenue recognition principles

Nice to have

• Experience at infrastructure, cloud networking, or security companies
• Experience in driving requirements in CPQ or other quote-to-cash systems

Schedule

• This position will require you to be available during core business hours
• Hybrid model allowing flexibility to split time between the office and home
• Based out of Fastly’s San Francisco office
• May require travel as needed by your role or requested by your manager

Pay

The estimated salary range for this position is $143,860.00 to $172,632.00. Starting salary may vary based on permissible, non-discriminatory factors such as experience, skills, qualifications, and location. This role may be eligible to participate in Fastly’s equity and discretionary bonus programs.

Benefits

• Comprehensive benefits package including medical, dental, and vision insurance
• Family planning and mental health support
• Employee Assistance Program
• Insurance (Life, Disability, and Accident)
• Flexible Vacation policy
• Up to 18 days of accrued paid sick leave
• 401(k) with company match
• Employee Stock Purchase Program
• 12 paid local holidays and 12 paid company wellness days for 2026