As a Senior Pricing & Packaging Manager, you will lead the development, execution, and governance of our pricing strategy across Social Media Management and Social Intelligence solutions. This role will blend strategic analysis with hands-on operational ownership - driving pricing decisions that accelerate growth, protect margins, and enable scalable multi-product adoption.
The ideal candidate is analytically rigorous, commercially minded, and comfortable operating both at the strategic and tactical levels. This role will work cross-functionally with Revenue Operations, FP&A, Product, Customer Insights, and Sales leadership to ensure pricing is both data-driven and operationally executable. The role will report directly to the Director, Strategic Insights.
WHAT YOU’LL DO:
- Lead pricing models and analysis to drive revenue growth, margin protection, and multi-product adoption.
- Develop pricing hypotheses and evaluate opportunities across tiers, bundles, value metrics, and packaging design.
- Identify and quantify opportunities such as discount leakage, bundle attach rate optimization, AI monetization, expansion unlocks, and cross-sell incentives.
- Build business cases for pricing changes and present recommendations to executive stakeholders.
- Own deal desk pricing reviews, including custom SKU approvals and non-standard discount requests.
- Establish and maintain discount guardrails, floor pricing frameworks, and approval workflows.
- Partner with Sales and Rev Ops to ensure consistent pricing discipline across regions and segments.
- Manage ongoing SKU rationalization, packaging alignment, and pricing configuration updates.
- Support new product and feature launches with pricing design, monetization analysis, and go-to-market readiness.
- Conduct ad hoc pricing analyses to support business needs and executive decisions.
- Ensure pricing documentation, sales enablement materials, and internal playbooks are up to date.
- Partner closely with Revenue Operations on pricing systems, quoting structures, and reporting.
- Work with FP&A to align pricing with cost-to-serve guardrails and margin objectives.
- Collaborate with Product and GTM teams on packaging strategy and value communication.
- Support Customer Insights initiatives including pricing surveys, WTP studies, and customer interviews.
- Monitor market pricing trends and competitive positioning across Social Media Management and Listening platforms.
- Maintain visibility into pricing shifts, value metric evolution, and packaging strategies across the market.
- Provide periodic competitive pricing analysis to inform strategic decisions.
- Perform other related duties as assigned
WHAT YOU’LL NEED:
- 12+ years of experience in pricing, monetization, revenue strategy, or related analytical roles (preferably in SaaS or technology environments).
- Strong analytical and financial modeling skills; comfort working with large datasets and translating insights into decisions.
- Proven data visualization, manipulation and interpretation skills and experience, with tools such as Excel, Google Suite, Tableau, Salesforce
- Experience supporting deal desk or pricing governance processes.
- Ability to balance strategic thinking with hands-on execution and operational ownership.
- Strong cross-functional communication skills; able to influence Sales, Finance, and Product stakeholders.
- Experience with hybrid pricing models (seat-based, usage-based, tiered/slab pricing) preferred.
- Accountability: holds self and others accountable to meet commitments
- Business Acumen: has an ability to see the big picture and understands the business implications of opportunities and decisions
- Influence: Asserts own ideas and persuades others, gaining support and commitment and mobilizing people to take action
- Open Communication: clearly conveys thoughts, both written and verbally, listening attentively and asking questions for clarification and understanding
WHO YOU ARE:
- Solution seeker: You’re focused on tackling new challenges, solving problems, and moving the business forward—and you don’t wait to be asked.
- Lifelong learner: You have a growth mindset – you’re here to learn, experiment, seek, apply, and provide feedback, share what works with your team, and move on from what doesn’t.
- Resilient adapter: In the face of change and challenges, you bring a thoughtful, calm approach, and a focus on finding the new opportunity.
- Intentional collaborator. You build positive working relationships across the business, bringing people together to foster new opportunities and to facilitate the efficient flow of information.
- Critical challenger: You have the trust in your team to ask difficult questions in order to get to the best end result.
- Active communicator: You listen actively and communicate ideas and information clearly, inclusively, and proactively.
- Integrated thinker: You look beyond your role and responsibilities to understand how your team’s work drives broader organizational goals.
- Accountable owner: You take pride in the work you’re responsible for with a mindset of ultimate accountability and reliability for the outcomes.
- Bar-raiser: You step up to help your team grow and succeed, even when that means going beyond what might be expected.
In all we do, our six guiding principles light the way:
Step Up: Show the world what it looks like to live and work by these guiding principles. #StepUp
One Team: Make Hootsuite a place where everyone feels safe, welcome, valued, and empowered to do their best work without compromising who they are. #OneTeam #FreeToBeMe
Customer Obsessed: Focus relentlessly on helping our customers succeed. #CustomerObsessed
Go Fast, Be Agile: Widen our competitive advantage by committing to speed and simplicity over perfection and complexity. #GoFastBeAgile
Play to Win: Commit to building an incredible, profitable company for our customers, our employees, and our stakeholders. #PlayToWin #NoExcuses
Neighbours & Allies: Give back to our communities and be an ally. #SocialForGood #Allies
Accommodations will be provided as requested by candidates taking part in all aspects of the selection process.
Use of AI in Hiring
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