Pricing Strategy Director

Overview

The Monetization Strategy team drives Asana’s pricing/packaging strategy and execution, helping our customers get more value out of our offerings and capturing a fair share of that value. We work cross functionally to deliver impactful offerings for team productivity and collaboration. We’re helping to define the Work Management category and inventing new ways for teams to work more efficiently together and see the larger purpose behind their work.

Our team works directly with Product/Engineering, Sales/Support, Customer Research, Marketing, Data Science, Finance and Operations to deliver valuable offerings to our customers. You’ll take part in every type of product work here – from strategy to product to process improvements – conceptualizing, launching, and iterating on Asana itself for millions of teams around the world.

As the Pricing Strategy Director, you’ll play an instrumental role in building and executing Asana’s product monetization strategy. Reporting to the Head of Pricing and Packaging, you will partner closely with Product, Sales/GTM, Marketing, Finance and operational leaders to launch and optimize our monetization strategy to drive sustainable revenue growth and deliver an exceptional customer experience.

This role can be based in our San Francisco, New York, Chicago or Vancouver office with an office-centric hybrid schedule. The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you re interviewing for this role, your recruiter will share more about the in-office requirements.

• With a focus on 1-2 business lines, drive the launch and optimization of our offerings: packaging, pricing model, price levels, and discount strategy. Ensure it aligns with business objectives and strategies.
• Maintain an informed perspective on the business by examining operating metrics, customer data, and market trends to spot potential monetization opportunities.
• Identify opportunities to drive impact in short term (1Q) and long term (1-3 yrs), develop strategies to seize those opportunities, and drive decision making and organizational alignment.
• Design and execute detailed customer, product, competitor, and financial analyses to support the strategic recommendations.
• Collaborate cross-functionally (Product, Sales/CS, Finance, Operations) to create pricing and packaging recommendations, and confidently present these findings to the executive team (GMs, c-level, including CEO).
• Orchestrate operational plan to implement monetization strategies, partnering closely with IT/Operations, Finance, Sales Enablement, and Deal Desk.
• Participate in determining pricing KPIs. Track, monitor, and report on the effectiveness of implemented pricing and packaging changes as well as health of the business.

• 8+ years of pricing experience in strategy consulting / B2B software, which ideally includes 2+ years in pricing at enterprise-level SaaS companies
• Proven experience in building pricing models, tools, and processes to optimize the pricing strategy
• Robust analytical skills, including customer/competitor research and financial analysis to help drive data-driven decisions
• Understanding of SaaS pricing, self-serve (product-led) and sales-lead go-to-market strategies, and customer buying behaviors (SMB and enterprise customers)
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making
• Demonstrated ability to cultivate impactful cross-functional relationships and lead diverse teams to achieve business objectives
• Familiarity with pricing and packaging research techniques (e.g., Conjoint, Van Westendorp) and proficiency in using survey tools such as Qualtrics
• Familiarity with pricing trends in the marketplace, including AI pricing

At Asana, we re committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you re interested in this…