Black Duck Software is a leading cybersecurity company helping organizations identify, manage, and remediate open source vulnerabilities within their applications. They are seeking a Manager of Pricing Strategy & Market Intelligence to own pricing, packaging, and positioning of their products in the market, ensuring alignment with customer preferences and competitive dynamics.

Responsibilities:

Own and maintain Black Duck's list pricing across all product lines, ensuring prices are internally consistent, margin-positive, and defensible in the market
Define and document pricing tiers, rate card structures, and discount floor policies that serve as the authoritative reference for Sales, Deal Desk, and Finance
Drive annual and ad hoc pricing reviews, synthesizing inputs from Finance (margin targets), Sales (field feedback), and Market Intelligence (competitive positioning) into clear pricing recommendations
Ensure pricing changes are communicated clearly and adopted consistently across the GTM organization, with appropriate lead time and enablement
Establish pricing governance processes that prevent unauthorized discounting while giving Sales the flexibility needed to compete effectively
Partner with Product and Product Marketing to design and evolve packaging that maps to customer buying patterns, use case clusters, and willingness-to-pay signals
Analyze how Black Duck's current packaging performs in the market — where it wins, where it creates friction, and where it leaves revenue on the table — and translate that into concrete packaging recommendations
Evaluate alternative monetization models (e.g., per-developer seat, per-application, consumption-based, enterprise license) against customer preference data and competitive norms, and make data-driven recommendations on model structure
Collaborate with Finance to model the margin and revenue implications of packaging changes before they are implemented
Build and maintain a rigorous, ongoing view of how Black Duck's primary competitors — including Snyk, Veracode, Checkmarx, GitHub Advanced Security, and other emerging players — structure and position their pricing in the market
Track competitor packaging changes, pricing model shifts, promotional activity, and market positioning through primary and secondary research, field intelligence, and available third-party sources
Synthesize competitive pricing data into actionable guidance for Sales (how to position Black Duck's pricing in competitive deals) and for leadership (where our pricing model creates strategic risk or opportunity)
Develop and maintain a competitive pricing database and regular cadence of intelligence outputs — ensuring Sales leadership and Product have a reliable, current view of the competitive landscape
Own Black Duck's customer segmentation framework, defining and maintaining the firmographic, technographic, and behavioral criteria that characterize our Ideal Customer Profile across segments
Analyze how pricing sensitivity, deal size, sales cycle length, and product adoption vary across customer segments — and use those findings to inform territory design, quota setting, and GTM prioritization
Identify patterns in how different customer cohorts (by industry, size, geography, or tech stack) price and budget for AppSec tooling, and translate those patterns into recommendations on how Black Duck prices and packages for each segment
Partner with Marketing and Sales leadership to ensure ICP definitions are operationalized in Salesforce and reflected in lead scoring, outbound targeting, and account prioritization
Conduct ongoing analysis of the gap between how Black Duck prices and how customers prefer to buy — identifying friction points in our commercial model that contribute to deal stalls, discount pressure, or competitive losses
Survey field intelligence, closed/lost data, and renewal patterns to understand where our pricing model creates buyer friction and where it aligns with customer budget and procurement norms
Benchmark Black Duck's pricing model structure against how comparable AppSec and DevSecOps vendors go to market, and develop recommendations for model evolution based on those findings
Present findings to senior leadership with clear recommendations, supporting data, and an explicit view of trade-offs — not just analysis, but a point of view
Serve as the primary pricing and market intelligence resource for Sales leadership, providing deal-level guidance on pricing strategy for complex or strategic opportunities
Partner with Finance to ensure list pricing supports target gross margin thresholds and that pricing model changes are modeled for revenue impact before implementation
Contribute to annual planning processes by providing market-informed inputs on pricing assumptions, segment opportunity sizing, and competitive dynamics
Build pricing and intelligence tools, templates, and dashboards that make your analysis accessible and actionable for Sales, Finance, and Product stakeholders
Operate with a strong publication and communication cadence — your value is only realized if stakeholders can act on what you produce

Requirements:

3+ years of experience in pricing strategy, revenue strategy, product pricing, or a closely related function within enterprise SaaS or software
Demonstrated ownership of list pricing — including rate card design, tier structure, and pricing governance — not just analysis in support of pricing decisions
Experience developing competitive intelligence programs with a direct connection to commercial outcomes, not purely research or analyst functions
Strong analytical skills with the ability to build pricing models, margin analyses, and segmentation frameworks from scratch in Excel or equivalent tools
Proven ability to translate quantitative analysis and market research into clear, executive-ready recommendations with a defensible point of view
Experience working cross-functionally with Product, Product Marketing, Finance, and Sales in a collaborative but structured model
Comfort operating as a high-impact individual contributor — you are the function, not the manager of the function, and you take ownership accordingly
Experience in cybersecurity, DevSecOps, or application security markets — or in a comparable technical B2B software environment with complex buyer dynamics
Familiarity with software composition analysis, SAST, DAST, or related AppSec product categories and their competitive landscapes
Experience working within a Revenue Operations or Finance-aligned structure, as distinct from a Sales-embedded or Product-embedded pricing role
Exposure to monetization model design — evaluating and recommending between seat-based, consumption-based, application-based, or enterprise license structures
Proficiency in Salesforce for data pulls and segmentation analysis; familiarity with BI tools (e.g., Tableau, Power BI) a plus

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