Director, Pricing & Monetization
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Job Description
Director leading pricing, packaging, and monetization for Sprinklr’s AI-native Unified-CXM platform. Driving enterprise offers, financial models, governance, and cross-functional commercial execution.
Responsibilities:
- Set Sprinklr’s multi-year pricing, packaging, and monetization vision and operating model
- Lead monetization priorities across offer architecture, price metrics, packaging tiers, bundles, upgrade paths, consumption and outcome-based models, AI monetization, SKU governance, and commercial rollout
- Advise the VP, Product Operations and executive leadership
- Drive cross-functional decisions across Product, Product Marketing, Finance, Sales, Sales Operations, Deal Desk, Billing, Revenue Accounting, Legal, Customer Success, Services, and Enablement
- Define pricing and packaging principles, roadmaps, and decision frameworks across Sprinklr’s product portfolio
- Create package structures, tiers, entitlements, add-ons, bundles, and upgrade paths
- Develop and evaluate seat, usage, consumption, credit, outcome, and hybrid pricing models
- Build business cases, scenario models, back-tests, migration economics, discount architecture, and sensitivity analyses
- Lead working sessions and executive decision forums from concept through approval and launch
- Establish pricing operations and governance for offers, SKUs, migrations, exceptions, deprecations, and pricebook changes
- Produce pricebooks, packaging maps, SKU definitions, quoting rules, migration guidance, FAQs, enablement materials, and seller-facing value narratives
- Define KPIs and learning agendas, monitor adoption and commercial outcomes, and recommend revisions
- Incorporate competitive benchmarks, customer research, buyer personas, willingness-to-pay signals, and product usage into recommendations
- Establish a sequenced multi-year monetization roadmap across product suites, customer segments, geographies, and channels
- Design pricing and offer experiments with hypotheses, guardrails, success metrics, and decision rules
- Operate end to end from problem framing and evidence gathering through modeling, decision-making, systems and field assets, and results measurement
- Create reusable frameworks, mechanisms, and documentation so pricing decisions scale
Requirements:
- 12+ years of progressive experience in B2B technology, enterprise SaaS, pricing, monetization, product strategy, product operations, management consulting, corporate strategy, or related field
- Significant leadership of enterprise pricing and packaging across a complex portfolio
- Experience designing and launching complex B2B offers across multiple products, buyer groups, deployment models, or geographies
- Expertise in pricing architecture, packaging design, value metrics, segmentation, willingness-to-pay research, competitive benchmarking, discounting, and migration strategy
- Strong financial and analytical capability, including scenario modeling, unit economics, margin analysis, price-volume-mix thinking, and customer-level back-testing
- Experience with recurring-revenue business models, including seat-based, usage-based, consumption, credits, outcome-based, transaction, or hybrid pricing
- Ability to influence senior Product, Finance, Sales, and executive stakeholders
- Proven record turning strategy into operational execution across pricebooks, SKUs, quoting workflows, billing requirements, enablement, and performance reporting
- Advanced proficiency with Excel or equivalent modeling tools
- Comfort working with CRM, CPQ, billing, product-usage, and business-intelligence data
- Bachelor’s degree or equivalent practical experience
- Demonstrated experience leading a pricing, monetization, commercial strategy, or related team and developing analytical and strategic talent
- Experience presenting material pricing, portfolio, or business-model recommendations to C-suite leaders
- Ability to establish enterprise governance, prioritize competing monetization initiatives, and drive adoption across a global matrixed organization
- Preferred: experience in enterprise SaaS, customer experience management, contact center, marketing technology, social media management, analytics, or AI software
- Preferred: experience monetizing AI, automation, data, API, platform, or agentic capabilities
- Preferred: familiarity with Salesforce, enterprise CPQ/pricebook processes, product telemetry, revenue-recognition considerations, and usage-based billing operations
- Preferred: experience with external pricing advisors or conjoint analysis, Van Westendorp, Gabor-Granger, value-driver segmentation, and price-volume sensitivity analysis
- Preferred: MBA or advanced degree
Benefits:
- Voluntary healthcare coverage for employees and families where applicable
- Paid time off
- Open Mentoring Program
- 401k plan with 100% vested company contributions
- Flexible paid time off
- Paid holidays
- Generous caregiver and parental leaves
- Life and disability insurance
- Medical, dental, vision, and prescription drug coverage
- Discretionary bonus plan, commission plan, and/or equity plan may be available depending on role
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