{"id":3842687,"url":"https://alion.io/job/zip-head-of-pricing-packaging","title":"Head of Pricing & Packaging","company":{"id":38131,"name":"Zip","domain":"zip.com","url":"https://alion.io/company/zip-com","size_band":"501-1000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"A","score":91,"open_postings":98,"ghost_share":0.143,"stale_share":0,"repost_share":0,"time_to_fill_p50_days":58,"computed_at":"2026-11-12T10:38:37Z"}},"role":"Operations","role_family":"Operations","seniority":"head","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["San Francisco, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"AI Agents","optional":false},{"name":"OpenAI","optional":false}],"status":"live","first_seen_at":"2026-11-05T23:17:46Z","employer_posted_date":"2026-11-05","last_verified_at":"2026-11-13T03:43:09Z","board_verified":true,"closed_at":null,"days_open":7,"trust":{"level":"ok","repost_count":0,"flags":["company_stale"],"days_open":6},"description":"About Zip\nZip is the AI platform for enterprise procurement - built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before.\nThe world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA.\nBacked by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups.\nYour Role\nPricing is one of the biggest levers Zip has to capture the value we create for customers, and today it is shared across Product, Deal Strategy/Ops, and Product Marketing. As Zip's first Head of Pricing & Packaging, you will own pricing and packaging as one function, with a single strategy, a single set of rules, and a single process for getting new products to the field.\nYou own the whole function: strategy, packaging, governance, and the operating rhythm. There is no existing team, playbook, or system to inherit.\n\nYou are both the strategist and the doer. You will build the models, run the research, write the policies, and make the call, then defend it in front of founders and the executive team.\n\nYou will work through Product, Product Marketing, Deal Strategy/Ops, Sales, Finance, and Legal without formal authority over any of them.\n\nHeadcount will be earned. You will decide what the function needs, size it, and make the business case for it. Expect to start as a team of one.\n\nYou Will\nPricing strategy and packaging\nOwn pricing strategy across Zip's portfolio, including new product and module pricing, packaging tiers, and bundling.\n\nRun willingness-to-pay and competitive research (conjoint, Van Westendorp, benchmarking) and turn it into clear recommendations grounded in customer value.\n\nDesign packaging that is simple for buyers to understand and leaves room for expansion.\n\nChair a cross-functional pricing council that aligns Product, Sales, Finance, and Marketing and drives decisions to resolution.\n\nBuild and own a new product introduction (NPI) process that carries the product roadmap through to field readiness.\n\nPricing operations and governance\nStand up what doesn't exist today: discounting policy, approval workflows, exception governance, and deal desk guardrails, in partnership with the existing Deal Desk team.\n\nDefine and report on pricing KPIs, including win rate by price point, discount leakage, price realization, and expansion ARR from packaging changes.\n\nEvaluate pricing and CPQ tooling with Deal Desk as Zip's needs mature.\n\nLeadership\nBe the company's authority on monetization, bringing market and competitive pricing intelligence into executive and product planning.\n\nPresent pricing recommendations and business cases to the founders and executive team.\n\nBuild the case, roadmap, and hiring plan for a pricing team as the function matures.\n\nQualifications\n10+ years in pricing strategy, monetization, or revenue strategy, including 5+ years owning pricing and packaging at a B2B SaaS or technology company.\n\nOwnership of pricing and packaging for a multi-product or platform business: you made and defended the decisions, not only the analysis behind them.\n\nA track record of building or substantially standing up a pricing or commercial strategy function, with measurable results such as NRR improvement, ARR acceleration, or competitive win-rate gains.\n\nExperience influencing founders, C-suite, or board-level audiences, and aligning Product, Sales, Finance, and Marketing without formal authority.\n\nFluency in SaaS models across self-serve/PLG and enterprise sales-led motions, and how pricing flexes between them.\n\nStrong quantitative judgment: pricing research methods, elasticity modeling, and turning data into a defensible recommendation.\n\nComfort working hands-on and largely solo, with a clear view of what to build first and the judgment to change course when priorities shift.\n\nNice to Haves\nExperience with CPQ, billing, or deal desk systems and workflows.\n\nExperience in procurement, spend management, fintech, or another vertical B2B SaaS category.\n\nCertified Pricing Professional (CPP) or a similar monetization credential.\n\nExperience recruiting and building a pricing team.\n\nWhat Success Looks Like in the First Year\nA pricing and packaging framework endorsed by the executive team, giving Zip one company-wide point of view.\n\nA working governance model (discounting policy, approval thresholds, exception process) agreed with Deal Desk and Sales, with clear ownership and escalation paths.\n\nAt least one major pricing or packaging change shipped, grounded in willingness-to-pay research and tied to a measurable outcome.\n\nPricing KPIs defined and reported to executives on a regular cadence.\n\nAn NPI process running with Product, Product Marketing, Field GTM, and Business Operations.\n\nA credible case for the initial team build-out, with a view of which capabilities to add next.\n\nThe salary range for this role is $178,500 - $262,500. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.\nPerks & Benefits\nAt Zip, we’re committed to providing our employees with everything they need to do their best work.\nStart-up equity\n\n100% health, vision & dental coverage options\n\nCatered breakfast, lunch, & dinner\n\nFlexible PTO\n\nClassPass membership\n\nMonthly commuter benefit\n\nTeam building events & happy hours\n\nHome office stipend\n\nPhone/internet reimbursement\n\nPaid parental leave\n\nFertility stipend\n\n401k plan\n\nAI token usage\n\nWe're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!","description_format":"text","description_chars":6601,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[]},"benefits":["401k plan","Equity","Home office","Internet reimbursement","Parental leave"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":false,"industries":["AI Agents","Procurement & Spend Management"],"lifecycle":[{"event":"open","at":"2026-11-05T23:34:55Z"}],"visa":[{"country":"US","licensed_sponsor":true,"adverts_offering_sponsorship_24m":0,"sanctioned_now":false,"evidence":"H-1B filings in 12 months: 10 · green card filings: 1","filings_12m":10,"filings_prev_12m":10,"green_card_filings_12m":1,"median_offered_wage_usd":160227,"route":null,"cap_exempt":false,"checked_at":"2026-11-12T07:36:15+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":90,"band":"hot","label":"Hiring now","p_open":1,"p_active":0.903,"p_room":1,"age_days":6,"expected_fill_days":58,"reasons":["conf:2","velocity","win:early"],"computed_at":"2026-11-12T10:38:37Z"},"pay":null,"html_url":"https://alion.io/job/zip-head-of-pricing-packaging","json_url":"https://alion.io/job/zip-head-of-pricing-packaging.json","meta":{"generated_at":"2026-11-13T06:37:08Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":13854,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-11-14T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.1,"usd":0.01,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":38131},"rest":"https://alion.io/mcp/rest/get_company?id=38131"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fzip-head-of-pricing-packaging"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"free","price":{"credits":0,"usd":0},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fzip-head-of-pricing-packaging"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.1,"usd":0.01},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fzip-head-of-pricing-packaging"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/zip-head-of-pricing-packaging\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fzip-head-of-pricing-packaging"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":3842687}},{"tool":"search_jobs","arguments":{"company":"zip.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":3842687},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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