Job Summary
As the Head of Pricing and Packaging at Gusto, you will be responsible for defining and executing pricing strategies, packaging solutions and offer/discounting approaches that drive business growth, and maximize customer value and revenue. Reporting directly to the Chief Marketing Officer, you will lead a cross-functional team to develop innovative pricing models, optimize packaging offerings, and drive revenue optimization initiatives. You will be in the driver’s seat in leading and implementing Gusto’s pricing and packaging strategy to meet the evolving needs of our customers and the market.

Key Responsibilities:

• Develop and implement pricing & discounting strategies that align with Gusto’s business objectives and drive revenue growth across our product portfolio.
• Lead the development of innovative SaaS pricing models, including tiered, a la carte, and value-based pricing structures, to optimize monetization and maximize customer value.
• Collaborate with Product Management, Sales, Marketing, and Finance teams to define product packaging strategies that meet the needs of target customer segments and drive adoption.
• Conduct market research and competitive analysis to understand market trends, customer needs, and pricing benchmarks, and leverage insights to inform pricing, packaging and offer decisions.
• Monitor pricing performance metrics and key financial indicators to assess the effectiveness of pricing strategies and identify opportunities for optimization.
• Drive cross-functional alignment and collaboration by serving as a key liaison between Pricing, Product, Sales, Marketing, and other stakeholders, fostering a culture of teamwork and shared accountability.
• Lead and mentor a team of pricing professionals, providing guidance, support, and opportunities for growth and development.
• Work directly with our engineering teams to deploy pricing changes, and customer support and marketing communications teams to inform existing customers of these changes

Experience:

• 15+ years of experience in pricing strategy, packaging, and monetization in B2B SaaS and/or consulting firms with specialization in pricing and packaging
• Strong understanding of pricing principles and best practices, with experience developing and implementing pricing strategies for complex product portfolios.
• Demonstrated leadership experience, with the ability to inspire and motivate teams to achieve ambitious goals and drive business results.
• Excellent analytical skills, with the ability to leverage data and insights to inform pricing decisions and measure performance.
• Strategic thinker with strong problem-solving abilities, able to identify opportunities and drive initiatives that drive revenue growth and improve customer satisfaction.
• Collaborative and cross-functional mindset, with the ability to build strong relationships and influence stakeholders at all levels of the organization.
• Bachelor’s degree in Business, Finance, Economics, or a related field; MBA or advanced degree preferred.

Location and Travel

Gusto has physical office spaces in Denver, San Francisco, and New York City. All Gusto roles posted in these metro areas come with the expectation of working from the office on designated days approximately 2-3 days per week (or more depending on role and business travel expectations). The San Francisco office expectations encompass both the San Francisco and San Jose metro areas. When approved to work from a location other than a Gusto office, a secure, reliable, and consistent internet connection is required.

Compensation 

Our compensation range for this role is $170,000 to $215,000 in Denver and most other remote locations, and $200,000 to $250,000 in San Francisco and New York City.  Final offer amounts are determined by multiple factors, including candidate experience and expertise, and may vary from the amounts listed above.