Director of Pricing & Monetization

About the Role: PagerDuty is seeking a Director of Pricing & Monetization to own the strategy and execution of how we package, price, and monetize our Operations Cloud platform. This role sits within our Product Development organization. You'll bring the same rigor to pricing that a great PM brings to a product: deep customer empathy, structured experimentation, clear feature tiering frameworks, and a bias toward measurable outcomes. You'll also be the connective tissue between Product, Sales, Finance, and Marketing, ensuring pricing strategy translates into field execution and commercial results.

What You'll Own

• Product & Monetization: Define and evolve PagerDuty's packaging architecture (tiers, feature placement, usage-based levers) in partnership with Product and Engineering. Build and maintain a monetization review process and lead SKU design and experimentation.
• Go-to-Market Execution: Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials. Lead packaging migration execution.
• Feedback, Analysis, and Planning: Track and report on pricing initiative performance (win rates, discounting patterns, ARR impact). Build financial modeling capabilities to evaluate pricing scenarios.

What You'll Build & Lead

• Inherit and grow an existing pricing foundation including billing & quoting infrastructure, pricing calculators, discount approval workflows, and SKU architecture.
• Lead and grow a small team consisting of a Pricing Analyst, Pricing Manager, and Technical PM / Monetization Ops, elevating them to a strategic pricing function.

Qualifications

• 10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization.
• Demonstrated experience owning packaging architecture and feature tiering decisions.
• Track record of running pricing experiments and measuring commercial impact.
• Strong cross-functional credibility with Sales, Finance, Product, and Go-To-Market leadership.
• Experience managing pricing change in the field (migrations, repackaging, new monetization models).
• Preferred: Experience transitioning to usage-based pricing, familiarity with monetization infrastructure (entitlements, billing systems), and scaling toward $1B+ ARR.

Benefits

• Competitive salary and company equity / ESPP.
• Comprehensive benefits package and flexible work arrangements.
• Generous paid vacation time, holidays, sick leave, and Dutonian Wellness Days.
• Paid parental leave (up to 22 weeks for pregnant parent) and paid volunteer time off.