Director of Pricing and Packaging
This position is based in New York City, and in some cases remote can be considered for East Coast U.S.Meet our awesome Pricing and Packaging team: Together we actively contribute to Personio’s growth by supporting the business on bringing new products to market and optimising our pricing and packaging strategy to maximise value for customers and drive revenue for Personio. As Pricing experts, we follow a collaborative approach, guide our stakeholders and actively drive the pricing and packaging decisions - all with a high focus on our company ́s values. We challenge and encourage each other with the aim to enable SMEs to unlock their full HR potential. In our team we offer a place for a career and growth on a personal level. If you are ready to build the category leader for HR software for SMEs in Europe with us and develop further, we are excited for you to join us!Personio is looking for an experienced, data-driven pricing and packaging leader to be part of a team of experts in the area of pricing and packaging and become a go-to person for leadership and product teams. You will help define, optimise and maintain our overall pricing and packaging strategy across all products. As our Head of Packaging and Pricing, you will report to the Product Marketing function within the Go-To-Market Revenue team. You will be primarily responsible for driving revenue growth by optimizing Personio’s pricing and packaging strategies for different market segments
Your Responsibilities:
- You are able to understand the near and long term requirements from the business, and from there create structured solutions to support these.
- Optimize solution packaging and pricing strategy by analyzing sales, competitive and product usage information to drive changes in pricing, discounting guidance and feature bundling/unbundling
- Own packaging and pricing strategy for specific initiatives, such as product launches including framing strategic considerations, creating potential solutions, analyzing options, collaborating with senior executives, incorporating industry learnings, and driving towards a decision
- Analyze results from qualitative (interviews/focus groups) and quantitative (surveys) studies to drive customer segmentation, determine willingness to pay and create financial projections/models.
- Analyze sales trends and drivers of win/loss rates, sales team performance, churn/renewal rates and incentives/promotions effectiveness to improve sales effectiveness and increase revenue through optimized pricing/bundling.
- Analyze market dynamics and understand different pricing strategies in different markets based on maturity, competition, economic factors etc.
- Grow and manage a small team that will support your pricing & packaging strategy
- You are someone with proven expertise in one or more of the following areas: business development, financial analysis, revenue modeling, product packaging, and pricing strategy.
- Prior consulting experience is a plus, experience in B2B SaaS pricing and product teams is essential.
- You can manage complex projects across multiple departments and stakeholders.
- You think strategically and are highly structured in delivery, able to manage multiple stakeholders, inputs, and work streams.
- You can synthesize different data sources, design cohesive strategies and sell your ideas to the business.
- You are an excellent communicator, influencer and problem solver.
- You’re highly organized and able to manage as well as measure the impact of your work.
- You have a strong sense of accountability and can think creatively when it comes to matching sales needs with creative solutions.
- You enjoy working with stakeholders across the business (marketing, finance, product, sales operations, etc.) on multiple projects and programs.
- Your responsibilities may cross over into other areas of product marketing at need so you enjoy changing gears, building relationships and working cross-functionally.
- You have experience with CRM solutions and supporting a global B2B sales team.
- People management experience is a plus.
- You’re available for occasional business travel.
Aside from our people, culture, and mission, there are a variety of additional benefits that make Personio a great place to work! Our Benefits:
- Medical, dental, vision, and life insurance
- 401(k)
- Green Transportation (For NYC based employees)
- Home office setup allowance
- Gym allowance
- 20 days of paid vacation, plus another additional day after 2 and 4 years (because we love what we do, but we also love vacation!)
- 2 Impact Days you can use to have an impact on the environment and society – one for an individual project of your choice and one for a company-wide initiative! #SocialResponsibility
- Annual personal development budget for you to invest in your development via professional memberships, external certifications, conferences, and more
- Receive family leave, child support, and sabbatical opportunities with PersonioCares