VP, Pricing & Packaging in Whitehall

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day. Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. Today, our customers depend on us to stay ahead. At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves. We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast

Department: Product

Reports to: Chief Product Officer (CPO)

Location: Cambridge, London or East Coast US (minimum 2 days per week in office)

Type: Full-time

Key partnerships: Product and Engineering, Business partner in Financial Planning & Analytics (FP&A), Business partner in IT, Business partner in Product Marketing

About the Role: We are seeking a strategic and analytically rigorous VP of Pricing & Packaging to own the end-to-end monetization strategy for our B2B SaaS business. Reporting to the Chief Product Officer, this leader will architect how we package, price, and capture value across our product portfolio — directly influencing revenue growth, gross margin, competitive positioning, and customer lifetime value. This is a highly cross-functional leadership role. Rather than owning a large direct team, the VP operates through a partnership model — working closely with a dedicated business partner in Financial Planning & Analytics, a dedicated business partner in IT, and a dedicated business partner in Product Marketing to turn monetization strategy into operational reality. The role also leads a cross-functional Pricing Steering Group that drives alignment and decision-making across the business, and maintains a sharp, continuous view of competitor pricing and packaging moves to keep the company ahead of the market.

Key Responsibilities:

• Pricing Strategy & Monetization: Define and own the company's overarching pricing philosophy, strategy, and roadmap across all products and segments. Design and evolve pricing models aligned to value delivered and customer willingness to pay. Establish pricing governance, approval frameworks, and discounting guardrails to appropriately protect margin and deal integrity.
• Direct & Channel-Partner Pricing: Understand and account for the similarities and differences between direct and channel-partner pricing and operations, designing strategies that work across both routes to market.
• Packaging & Product Monetization: Architect product packaging, bundling, and tiering strategies that maximize adoption, expansion, and net revenue retention.
• Pricing Steering Group Leadership: Establish, chair, and run a cross-functional Pricing Steering Group spanning Product, Sales, Finance, Marketing, and Customer Success.
• Working Through Key Business Partners & GTM Leadership: Partner with FP&A, IT, and Product Marketing functions to operationalize pricing.
• Analytics, Research & Value Quantification: Build a rigorous discipline around willingness-to-pay research, price elasticity analysis, and value-based pricing.

Qualifications Required:

• 8+ years expertise across SaaS monetization models and implementing product led growth.
• 3+ years leading pricing strategy, with strong command of pricing analytics.
• Excellent quantitative, analytical, and financial modeling capabilities.
• Cyber security industry experience.
• Proven track record of building cross-functional relationships.
• Strong understanding of both direct and channel-partner pricing and operations.

Preferred Experience:

• Experience partnering closely with FP&A, IT/systems, and Product Marketing functions.
• Familiarity with usage-based / consumption pricing.
• Experience in a high-growth or PE/VC-backed environment.

Benefits: 23 days’ holiday + all public holidays, rising to 25 days after 2 years of service, Additional day off for your birthday, Private medical insurance, Life insurance of 4 times your base salary, Salary sacrifice pension scheme, Enhanced family leave, Confidential Employee Assistance Program, Cycle to work scheme.

Darktrace is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, marital status, veteran or military status, or any other characteristic protected by applicable law.