Pricing and Packaging Manager

Position Overview

Agiloft is building new paths to monetize the value it creates, including new consumption and outcome-based models, and we need dedicated ownership of the analytical and operational engine behind that work. The Pricing & Packaging Manager will be responsible for developing and putting forward the recommendations to the pricing committee for review and approval regarding pricing research, model design(s), packaging analysis, and monetization experiments that directly inform how Agiloft goes to market.

This role sits within the Product organization, reporting to the Director of Product GTM, and works in close partnership with Finance, Sales, Revenue Operations, and Product. You are the person who turns pricing questions into frameworks and frameworks into decisions that deliver customer solutions as transactable units of value that serve them and grow our business. You will build the quantitative foundation that allows Agiloft to deploy pricing as a strategic capability across functional boundaries.

Job Responsibilities

Pricing Model Design & Analysis

• Own the design, maintenance, and continuous improvement of Agiloft's pricing models, including subscription tiers, seat-based, consumption/usage-based, outcome-based, and hybrid structures
• Build and run monetization experiments in partnership with Finance and the Director of Product GTM; translate what is learned into standard packaging and pricing guidance
• Coordinate with finance to develop and maintain financial models that forecast revenue impact of pricing changes, new tier introductions, and packaging adjustments across customer segments
• Analyze key pricing metrics including ASP trends, discounting rates, tier attach rates, and expansion revenue contribution; surface insights and recommendations on a regular cadence

Market & Competitive Intelligence

• Conduct ongoing competitive benchmarking
• Build and maintain a buyer and segment view across sector, customer profile, enterprise scale, and geography that informs product and pricing decisions
• Track market shifts, particularly toward consumption and outcome-based models, and translate those signals into actionable recommendations for the Director of Product GTM and CPO
• Conduct or commission willingness-to-pay research and customer value perception studies to ground pricing decisions in buyer reality

Packaging & Entitlement Design

• Define and optimize product packages, including feature bundling, entitlement logic, upgrade and expansion triggers, in close partnership with Product and Engineering
• Ensure packaging reflects Agiloft's buyer personas and use cases
• Build and maintain a packaging decision framework that can be applied consistently as new capabilities are launched
• Support the Director of Product GTM in designing and executing the Customer One program by providing pricing and packaging context for reference customer engagements

Cross-Functional Coordination

• Serve as the pricing and packaging subject matter expert for internal stakeholders across Finance, Sales, Revenue Operations, Product, Services and the broader GTM team
• Build pricing playbooks and deal desk guidance for Sales in partnership with the Director of Product GTM and Revenue Operations
• Support launch readiness for new products and capabilities by ensuring pricing and packaging are defined, documented, and communicated ahead of each launch, and customer feedback is collected, synthesized, and actioned.
• Prepare analysis, recommendations, and executive-level summaries to support pricing decisions presented to senior leadership
• Provide product telemetry requirements input to ensure appropriate signals are delivered for packaging and pricing development
• Leverage AI-assisted tools to enhance productivity, streamline workflows, and support day-to-day activities
• Other duties as assigned

Required Qualifications

• 4-7+ years of experience in pricing strategy, business analysis, revenue operations, strategy consulting, or a closely related analytical role within B2B SaaS or enterprise software
• Demonstrated experience designing or significantly contributing to pricing model development, packaging decisions, or monetization strategy, not just reporting on pricing
• Fluency in financial modeling
• Highly analytical with a structured approach to problem-solving; you know how to frame a pricing question, identify the right data, and land a clear recommendation
• Experience conducting or applying competitive and market analysis to inform pricing and positioning decisions
• Excellent written and verbal communication skills; able to translate complex quantitative work into crisp narratives for non-technical stakeholders
• Comfortable working cross-functionally and managing multiple workstreams

Preferred Qualifications

• Experience at a CLM, legal tech, legal operations, or adjacent enterprise software company
• Exposure to consumption, usage-based, or outcome-based pricing models, especially in transition from pure seat-based SaaS
• Familiarity with value-based pricing methodology, conjoint analysis, or willingness-to-pay research techniques
• Experience working with CPQ tools, Salesforce, and BI platforms
• Prior experience supporting a pricing function build-out or operating in an early-stage pricing discipline
• MBA or advanced degree in Finance, Economics, Business, or a related field, and/or a Pricing & Packaging Certification