Pricing Strategist & Market Intelligence Manager

About Black Duck Software: Black Duck Software is a premier, internationally recognized cybersecurity pioneer, application security innovator, and global DevSecOps software leader on an absolute mission to help organizations build secure, high-quality code assets. By providing state-of-the-art Static Application Security Testing (SAST), Software Composition Analysis (SCA), and Dynamic Application Security Testing (DAST) solutions, Black Duck enables enterprise development and security teams to quickly find and fix vulnerabilities or defects within proprietary repositories, open-source components, and live application behaviors. Serving an elite roster of Global 2000 enterprises spanning financial services, healthcare, technology, and government sectors, the company unifies industry-leading scanning tools, expert consulting services, and deep domain expertise. Operating a high-velocity Revenue Operations structure, Black Duck provides high-agency commercial strategists with an uncompromised remote canvas to lead pricing governance and maximize monetization efficiency safely across international software lifecycles.

Position Overview

We are seeking a highly analytical, commercially minded Pricing Strategist & Market Intelligence Manager (internally titled as Manager, Pricing Strategy & Market Intelligence) to join our core centralized Revenue Operations collective in a full-time remote capacity across the United States or Canada. Operating as a high-impact individual contributor reporting directly to the VP of Revenue Operations, you will step up to claim individual strategic accountability for owning, defining, and optimizing how Black Duck prices, packages, and positions its entire multi-million dollar security product portfolio. Shifting completely away from routine spreadsheet logging or passive data reporting, you will command the list pricing architecture, establish authoritative rate cards, and translate abstract market signals into executive-ready packaging frameworks. This position requires an enterprise SaaS monetization veteran with 3+ years of dedicated pricing strategy experience who models profit margins fluidly, monitors competitive intelligence tracks smoothly, and collaborates across Product, Finance, and Sales Operations to operationalize defensible go-to-market decisions.

Key Responsibilities

• List Pricing Architecture and Governance Ownership: Formulate, document, and maintain Black Duck’s global list pricing structures across all product categories, ensuring prices are internally consistent, margin-positive, and rigorously defensible in the market.
• Authoritative Rate Card Strategy Curation: Define and establish tiered pricing frameworks, global rate cards, and strict discount floor policies that serve as the single source of truth for Sales, Finance, and Transactional Deal Desks natively utilizing Sales Representative alignment guidelines.
• Quantitative Margin and Monetization Modeling: Code, build, and optimize complex financial models from scratch natively leveraging Spreadsheets (Excel/Google Sheets) scripts to forecast revenue streams and evaluate alternative monetization structures (such as seat-based, consumption-based, per-application, or enterprise licensing models).
• Cross-Functional Packaging Design Collaboration: Partner peer-to-peer alongside Product and Product Marketing cells to design and iterate software packaging that maps cleanly to observed customer buying patterns, use case clusters, and willingness-to-pay criteria.
• Competitive Pricing Intelligence Operations: Build and maintain a rigorous, ongoing tracking matrix of core AppSec competitors (explicitly including Snyk, Veracode, Checkmarx, and GitHub Advanced Security), translating competitor pricing shifts and promotional actions into actionable guidance for leadership cells.
• Customer Segmentation and ICP Refinement: Own the global customer segmentation framework, establishing firmographic, technographic, and behavioral criteria to refine the corporate Ideal Customer Profile (ICP) inside Salesforce directories.
• Friction Analysis and Buying Model Benchmarking: Conduct continuous diagnostic assessments of the gap between active list pricing and customer budget procurement cycles, identifying friction boundaries contributing to deal stalls or discount pressures.
• Strategic Annual Planning Publication: Serve as the primary pricing resource for Sales leadership, supplying deal-level strategy guidance for complex, strategic enterprise accounts, while publishing clear, actionable pricing updates across the GTM organization.

Required Skills & Qualifications

• 3+ years of verified professional history running advanced software pricing strategy, corporate revenue operations, product monetization management, software asset packaging, or management consulting strategy.
• Deep, authoritative technical command of enterprise software monetization layers, rate card architectures, margin targets, value-based packaging laws, discount governance, and B2B buyer dynamics.
• Expert-tier capability translating quantitative data variables into executive-ready commercial recommendations natively using Sales Representative presentation frameworks.
• Practical software proficiency compiling multi-tier margin simulations, pricing calculators, and market segmentation tables natively leveraging Spreadsheets (Excel/Google Sheets) dashboards.
• Proven background successfully operationalizing client tracking data blocks, extracting customer cohort logs, and validating field metrics inside CRM systems (explicitly covering Salesforce).
• Outstanding verbal, written, and presentation communication traits in fluent English, with an uncompromised ability to advocate for a strategic commercial position clearly before senior Revenue, Product, and Finance executives.
• Location Context: Position open exclusively to qualified pricing managers base-stationed permanently and resident within the **United States** or **Canada** to execute strategy under a 100% remote layout.

Preferred Strategic Indicators (Nice to Have)

• Prior commercial monetization or strategy history operating within an enterprise cybersecurity firm, DevSecOps technology provider, application security SaaS lab, or high-throughput developer-tooling marketplace.
• Hands-on functional familiarity navigating specific AppSec product landscapes, demonstrating baseline literacy regarding software composition analysis (SCA), SAST, or DAST software configurations.
• Experience working directly inside a centralized Revenue Operations or Finance-aligned department, as distinct from a purely product-embedded or sales-embedded administrative cell.
• Familiarity running macro segmentation or portfolio tracking models using business intelligence systems like Tableau or Power BI.

What We Offer

• High-Yield North American Salaried Blueprint: An attractive full-time base salary scale structured transparently between $94,000 – $130,000 USD per year, calibrated precisely to evaluate and reward your pricing authority, analytical modeling craft, and go-to-market strategy execution velocity.
• The exceptional professional canvas to directly direct, shape, and execute the global commercial monetization and product packaging models power-routing revenue expansion for a market-leading application security giant.
• Profound work-from-home remote parameters offering an elite distributed workplace setup, complete scheduling trust, and zero physical geographic office commuting friction across the United States and Canada.
• Immediate eligibility to access comprehensive corporate benefits, health insurance policies, and retirement support structures benchmarked to industry standards.
• A highly collaborative, intellectually honest studio culture built on flat organizational lines where your data-backed recommendations carry clear visibility and immediate strategic impact.
• Continuous skill acceleration pathways across modern consumption-based monetization layouts, competitive intelligence framework modeling, and multi-tenant cloud portfolio economics.