Senior Director, Pricing and Packaging

Location: San Diego
Posted on: June 23, 2025

Job Description:

As a member of Sprout’s Marketing department, you’re an integral part of empowering and inspiring our customers and driving the growth of our business. As a true partner to Sales and Success, we are accountable to—and responsible for—driving significant revenue through new business acquisition and customer growth. Together, we make up our revenue organization where we lead our go-to-market strategy and establish our goals as one unified team. We put our customers at the center, we’re driven by results and passionate about our impact on the overall strength and health of Sprout. As individuals, there’s no shortage of opportunities to learn and grow in your current role and beyond. Here, we just really want you to do your best work, be creative, take risks and make mistakes. What you’ll do • Define, lead and manage all aspects of the global pricing and packaging strategy for current and future products, incorporating competitive insights, financial analysis and customer feedback. • Lead a small team of pricing strategists. • Use analytics, data and research to proactively identify opportunities for pricing and packaging improvements and model the impact of changes using product usage, retention, and financial data. • Partner with Product, Sales, Customer Success, Finance, and Marketing to determine pricing strategies within product roadmaps, drive market intelligence, revenue growth and education, while leading pricing governance through a cross-functional Pricing Committee to ensure consistent policies and key decision-making. • Rigorously monitor performance, tracking the effectiveness of pricing strategies and making adjustments to optimize results. • Conduct in-depth qualitative and quantitative customer research, model monetization scenarios, and execute programs. • Own the project management of any new pricing and packaging proposal through the various stages of stakeholder involvement to ultimate market roll-out. What you’ll bring Sprout Social is seeking a Senior Director, Pricing and Packaging to own the development of pricing and packaging strategies for our global product portfolio. In this role, you will be the key driver of strategic pricing decisions for the organization, fully owning our pricing and packaging strategy, with a material impact on Sprout’s monetization and revenue. We are looking for an authentic, strategic leader who can confidently bring together cross-functional teams, provide a data-driven point of view and cultivate a high-performing strategy and team. The minimum qualifications for this role include: • 12 years of experience working in software. • 5 years of experience leading pricing and packaging work for a B2B SaaS organization, including 3 years managing teams. • Familiarity with user-based pricing and alternate pricing models, self-serve and sales-led go-to-market motions and Mid Market / Enterprise customer buying behavior • Deep experience with SaaS pricing models, tools, and processes. You will have had direct experience running pricing analysis, including Van Westendorp analysis, Gabor Granger and Max Diff. • Significant experience communicating, influencing, and working cross-functionally with technical and non-technical stakeholders at all levels, including the C-Suite, across marketing, sales & success, finance and product teams. Preferred qualifications for this role include: • Experience working with pricing platforms such as Qualtrics, Conjointly, etc • Undergraduate degree in a STEM discipline; advanced STEM degree is a plus How you’ll grow Within 1 month, you’ll plant your roots, including: • Learn about Sprout’s product, customers, pricing and packaging structure, and go-to-market motions. • Partner with Revenue Marketing leadership to set initial priorities and align on expectations for your role • Understand past and present pricing initiatives and their impact • Meet with other key partners across the business, in sales, marketing, product, customer success and finance to learn about the scope of their work and areas of opportunity Within 3 months, you’ll start hitting your stride by: • Begin developing a strategy for pricing and packaging at Sprout Social, and begin implementing quick wins • Identifying where gaps in data and analysis exist and begin getting that information, including price sensitivity analysis and packaging research • Leading the pricing and packaging council, where you will drive executive alignment, decision making, and organizational prioritization of key pricing and packaging decisions Within 6 months, you’ll be making a clear impact through: • Implementing meaningful changes to our pricing and packaging that begin to drive significant global revenue • Measuring, reporting, understanding, and acting on the impacts of these changes Within 12 months, you’ll make this role your own by: • Tested, failed, learned, and applied new strategies and tactics to our pricing and packaging • Continuing to evolve our pricing strategy and sophistication • Consistently measuring, analyzing, and communicating pricing impact and performance • Surprise us! Use your unique ideas and abilities to change Sprout in beneficial ways that we haven’t even considered yet. Of course, what is outlined above is the ideal timeline, but things may shift based on business needs. Other projects and tasks could be added at the discretion of your manager. Our Benefits Program We’re proud to regularly be recognized for our team, product and culture. Our benefits program includes: • Insurance and benefit options that are built for both individuals and families • Progressive policies to support work/life balance, like our flexible paid time off and parental leave program • High-quality and well-maintained equipment—your computer will never prevent you from doing your best • Wellness initiatives to ensure both health and mental well-being of our team • Ongoing education and development opportunities via our Grow@Sprout program and employee-led diversity, equity and inclusion initiatives. • Growing corporate social responsibility program that is driven by the involvement and passion of our team members • Beautiful, convenient and state-of-the-art offices in Chicago’s Loop and downtown Seattle, for those who prefer an office setting

Keywords: , Oceanside , Senior Director, Pricing and Packaging, Sales , San Diego, California