Keyfactor, Inc.
Tech / AI / Software
PricingStrategyandMonetizationDirector
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“Pricing Strategy and Monetization Director at Keyfactor, Inc.. Skills: pricing strategy, monetization, pricing analytics, cross-functional leadership. Lead the development and execution of pricing as a core strategic capability. Own pricing strategy, governance, analytics, and execution across products, services, and customer segments”
What You'll Achieve.
drive profitable growth; competitive differentiation; operational consistency; improving price realization; strengthening discount discipline; building capabilities in elasticity and competitive benchmarking; protect long‑term value
Industry & Context.
analytical and modeling skills
Up to 10% travel required. Primarily for quarterly cross-functional meetings., Applicants must be legally authorized to work in the United States.
What They're Looking For.
Must Have
8–12+ years in pricing strategy and monetization in a multi-product SaaS organization, Experience building or scaling a pricing function, analytical and modeling skills, familiarity with Salesforce, Proven cross-functional leadership and influence skills, Comfortable operating at both strategic and execution levels
What You'll Do.
Lead the development and execution of pricing as a core strategic capability
and execution across products
and customer segments
Ensure pricing and packaging drive profitable growth
competitive differentiation
and operational consistency
Improve price realization
strengthen discount discipline
and build capabilities in elasticity and competitive benchmarking
Establish a centralized pricing function with clear ownership
and governance processes
Define and document pricing principles and review cadences for pricing and packaging changes
Lead the evolution of pricing models and packaging structures aligned to customer segments and value delivered
Own value metric selection
Define and refine customer segments and geographies
Build foundational cost and margin visibility across products and services
Define target margins and floor pricing by segment and offering
Establish ongoing competitive pricing and packaging benchmarking
Partner with revenue operations and product marketing on structured win-loss analysis
Track core pricing KPIs and provide insights on trends
Build forecasting and scenario models to quantify the impact of pricing changes
Drive a continuous feedback loop between product usage data
customer value realization
and pricing and packaging strategy
Lead pricing change communication
and value storytelling
Guide design of customer transition workflows
grandfathering strategies
and renewal pricing motions
How You'll Work.
Team & Collaboration
Partnering cross-functionally with Product, Finance, Sales, Marketing, and Customer Success; Partner with Product to influence roadmap prioritization using pricing and monetization insights; Work closely with GTM leadership to ensure incentives match product profitability; Partner with revenue operations and product marketing on structured win-loss analysis; in partnership with Product and Engineering; partnering with product, product marketing and enablement teams
Communication Scope
cross-functional leadership and influence skills; pricing change communication; sales training; value storytelling
Full Job Description
About Keyfactor Our mission is to build a connected society, rooted in trust, with identity-first security for every machine and human. Keyfactor helps organizations move fast to establish digital trust at scale — and then maintain it. With decades of cybersecurity experience, Keyfactor is trusted by more than 1,500 companies across the globe. We are proud to continually earn recognition as a Best Place to Work, and we achieve that through our amazing people who cultivate our culture as we grow. We hope you will trust your future with Keyfactor! Title: Pricing Strategy and Monetization Director Location: United States; Remote, EST or CST Experience: Senior-Director Level Job Function: Business Transformation Employment Type: Full Time Industry: Computer and Network Security About the position The Director of Pricing Strategy and Monetization leads the development and execution of pricing as a core strategic capability. This role owns pricing strategy, governance, analytics, and execution across products, services, and customer segments. Partnering cross-functionally with Product, Finance, Sales, Marketing, and Customer Success, the Director ensures pricing and packaging drive profitable growth, competitive differentiation, and operational consistency. The role balances long-term strategy with nearterm impact, improving price realization, strengthening discount discipline, and building capabilities in elasticity and competitive benchmarking. Applicants must be legally authorized to work in the United States. Job Responsibilities Pricing Strategy & Governance • Establish a centralized pricing function with clear ownership, decision rights, and governance processes across product, sales, partners, revenue operations, finance, and marketing. • Define and document pricing principles and review cadences for pricing and packaging changes. Ensure pricing is treated as a strategic lever at the executive level, not an ad‑hoc or reactive activity. Pricing & Packaging Design •
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