Director of Pricing & Monetization

PagerDuty is a leader in Digital Operations Management, trusted by organizations to deliver a perfect digital experience. The Director of Pricing & Monetization will own the strategy and execution of packaging, pricing, and monetizing the Operations Cloud platform, ensuring alignment between product, sales, finance, and marketing.

Responsibilities:

• Define and evolve PagerDuty's packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — in partnership with Product and Engineering
• Build and maintain a monetization review process so product teams bring pricing strategy into roadmap decisions early, not as an afterthought
• Lead SKU design and experimentation: develop frameworks for how we create, test, and iterate on packaging changes quickly and safely
• Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — in partnership with Engineering and Revenue Systems
• This person is the cross-functional decision-maker across product, design, and engineering for what we build (including feature frameworks, entitlements, and metering) for how we take products to market. Owning the full lifecycle across plan to execution and operations
• Provide pricing and packaging leadership to other product teams across the portfolio
• Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials
• Lead packaging migration execution as we transition legacy customers to our modern Operations Cloud plans — including cohort strategy, field playbooks, and customer communication
• This person is expected to be a cross-functional decision-maker for GTM, Technology, and Revenue Operations teams
• Track and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segment
• Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impact
• Get in front of customers regularly to pressure-test pricing assumptions and surface friction points
• This role inherits and grows an existing pricing and monetization foundation that includes: Billing & quoting infrastructure — core systems supporting deal execution and revenue operations, with opportunity to improve velocity and flexibility in partnership with Engineering and Revenue Systems
• Pricing calculators and field tools — internal tools used by the field to size and quote deals, currently in active development
• Discount approval workflows — existing governance structure for deal-level pricing decisions
• SKU architecture — a portfolio of plans spanning our legacy and modern Operations Cloud offerings, currently mid-migration
• Partner with executive leadership to align pricing strategy with company-level ARR and growth targets
• You'll lead and grow an existing small team: Pricing Analyst — supporting financial modeling and plan analysis, Pricing Manager — focused on SKU migrations and pricing execution, Technical PM / Monetization Ops — scaling infrastructure work