Director of Strategic Pricing & Monetization (SaaS products)

If you're seeking a career where innovation meets impact, you've come to the right place. As a global leader, Sovos is transforming tax compliance from a business requirement to a force for growth while revolutionising how businesses navigate the ever-changing regulatory landscape. At Sovos, we're dedicated to more than just solving compliance challenges – we're committed to making a positive and lasting difference in everything we do.

The Work You'll Do:

The Director of Strategic Pricing & Monetization will play a pivotal role in informing Sovos’ product strategy and maximising enterprise value, while staying competitive in the markets we operate in. This role will be responsible for developing and executing pricing and packaging strategies that maximise revenue, profitability, and market share across our extensive product portfolio. They will work closely with cross-functional teams to ensure our pricing models are competitive, scalable, and aligned with our overall business objectives. This position reports directly to the VP, Product Transformation. This role can be located in the US or EMEA.

More specifically, you will:

• Strategic Vision and Leadership: Define and drive the overarching pricing and packaging strategy to maximise revenue, profitability, and market competitiveness. Lead cross-functional teams, including Product, Marketing, Finance, Sales, and Customer Success, to align on monetisation strategies. Lead Executive readouts and alignment on pricing changes on a regular cadence.
• Pricing and Packaging Innovation: Analyse industry trends, customer needs, and competitive landscapes to develop innovative pricing models that drive adoption and expansion. Develop and refine consumption-based pricing models that align with customer needs and usage patterns, ensuring transparency in our pricing structure. Foster a culture of innovation by challenging the status quo in pricing and packaging strategies; propose bold initiatives to drive business growth.
• Market Analysis and Insights: Conduct thorough competitive analyses and market research to inform pricing and packaging strategies and identify trends in consumption and outcome pricing. Partner with Finance to create financial models to forecast the impact of pricing changes on revenue and profitability, ensuring data-driven decision-making. Monitor key business outcomes and pricing metrics.
• Execution And Ownership: Design and implement pricing experiments to test hypotheses and validate pricing strategies. Analyse pricing performance and provide recommendations for optimisation. Own pricing governance processes, ensuring consistency and scalability across global markets. Partner with Finance to analyse, synthesise, and propose operational pricing initiatives such as annual price increases, promotional pricing and discounting, etc., as needed. Collaborate with Sales, Marketing, and Customer Success to ensure pricing and packaging are clearly understood and successfully implemented.

What We Need From You:

• Bachelor's degree in Business, Finance, Marketing, or a related field. MBA preferred.
• 10+ years of business experience, including 5+ years in SaaS pricing strategy.
• Strong analytical skills with expertise in pricing models, financial analysis, and data-driven decision-making.
• Experience developing and implementing consumption-based or outcome-based pricing models.
• Proven ability to lead cross-functional teams, influence stakeholders, and drive strategic initiatives.
• Excellent communication and presentation skills, including experience presenting to executives.
• Strong understanding of SaaS market dynamics, competitive landscapes, and global pricing considerations.
• Experience with pricing governance, including discounting strategies, promotional pricing, and annual price increases.
• Proficiency in relevant financial modelling, analytics, and business intelligence tools.
• Ability to travel up to 25% of the time (domestic/international) to Sovos locations and events.

What Does Sovos Offer You?

At Sovos, we are committed to offering competitive pay and benefits that reflect both industry and market standards. We offer a host of additional benefits, which include:

• Flexible Time-Off
• Competitive Salaries with Annual Bonus Eligibility or Uncapped Commission Plans
• Comprehensive Health, Dental, Vision and supplemental accident, hospital and critical illness benefits
• Health Savings Account with annual employer seed and matching contributions
• Company paid basic Life Insurance, AD&D, and Short-and-Long-Term Disability Insurance
• 401(k) with employer sponsored match
• Global paid family leave policies
• Bi-Weekly Meeting Flex and Focus Days
• Globally recognised Training and Development programmes
• Tuition Reimbursement, Time off to Volunteer, Charitable Giving Match, and more!

Sovos is an equal opportunity employer committed to providing an environment that celebrates diversity and where equal employment opportunities are available to all applicants and employees. We do not discriminate against race, colour, religions, national origin, age, sex, marital status, physical or mental disability, veteran status, gender identity, sexual orientation, or any other characteristic provided by law. At Sovos, all employees are encouraged to bring their whole selves to work.

Company Background:

Sovos is a global provider of tax, compliance and trust solutions and services that enable businesses to navigate an increasingly regulated world with true confidence. Purpose-built for always-on compliance capabilities, our scalable IT-driven solutions meet the demands of an evolving and complex global regulatory landscape. Sovos’ cloud-based software platform provides an unparalleled level of integration with business applications and government compliance processes. More than 100,000 customers in 100+ countries – including half the Fortune 500 – trust Sovos for their compliance needs. Sovos annually processes more than three billion transactions across 19,000 global tax jurisdictions. Bolstered by a robust partner programme more than 400 strong, Sovos brings to bear an unrivalled global network for companies across industries and geographies. Founded in 1979, Sovos has operations across the Americas and Europe, and is owned by Hg and TA Associates.