Pricing and Packaging Lead

We believe it takes great people to create a great product. That’s why our team lives our company values, and we hire based on them, too. Since 2010, Pipedrive has been on a mission to support sales and marketing teams with easy-to-use, powerful tools that make everyday work faster and easier. Today, our cloud-based software is trusted by over 100,000 companies and used in 179 countries. We have grown from a five-person team to a truly international company of over 1,000 people, representing more than 50 nationalities, with ten offices distributed across Europe and the US. In 2020, Pipedrive received a majority investment from Vista Equity Partners, a global investment firm that invests exclusively in enterprise software, data and technology-enabled businesses, making Pipedrive the fifth unicorn from Estonia.

Pipedrive is looking for an ambitious, driven and experienced pricing and packaging lead
**to set a world-class pricing and packaging strategy and deliver it via dedicated commercial, product and go to market teams.**

This is a key role in the marketing strategy function within marketing, reporting to the Vice President of marketing strategy, and will involve working closely with other marketing function leaders as well as business leaders across Pipedrive. If you’re someone who is strategic, analytical, commercial and a hands-on marketing leader, and wants to lead the definition and deployment of all aspects of Pipedrive’s proposition, pricing and packaging, we’d love to meet you

**Your new adventure**:

- Build and develop the pricing and packaging model for our product and propositions
- Work with senior leaders across the business globally to create, develop and implement global pricing and packaging strategies
- Identify, develop and deliver propositions based upon rigorous business analysis and deep consumer insights and future trends generated from all available sources including market and customer insight and external studies
- Own portfolio pricing and packaging, developing and testing alternative concepts and identifying opportunities for growth
- Lead development of business cases, working closely with commercial and finance teams, considering both broader business and bottom line financial benefits and risks
- Work to define GTM plans and inform the briefs for pricing and packaging changes and how they are delivered in marketing communications
- Drive changes by working collaboratively with technology, product and operational teams
- Develop and deploy the annual pricing cycle and accompanying pricing performance review processes, conducting regular executive level reviews on pricing performance and provide recommendations
- Influence and enhance the evolution of our customer segmentation, including how to leverage this within our propositions
- Identify opportunities for new pricing, packaging and bundling strategies and promotions that will contribute to our strategic goals
- Develop perspective on how the market landscape might evolve in the future and how we can be best positioned to capitalize

**Does this sound like you?**:

- Deep pricing and packaging knowledge and experience is essential, bridging all key facets of the proposition development process and good knowledge across the marketing mix
- Strong strategic capability, able to understand market landscape, use data to identify growth opportunities, identify and formulate plans to achieve a set of defined goals / objectives
- You’ll be driven by customer centricity and understanding how to identify and utilize customer insights to create powerful propositions that underpin our value exchange
- Understanding and experience of utilizing customer segmentations to optimize proposition and experience design, as well as optimizing customer value.
- A flexible, intellectually curious and creative thinker with an aptitude for problem solving, ability to define business trade offs, out-of-the-box solutions and manage ambiguity
- Excellent commercial acumen, able to build and challenge business cases, with good experience in data modeling and analysis
- Strong Project Management skills, able to lead and work with the wider business to launch new initiatives
- Proven track record in a previous proposition or commercial roles. Able to succeed in a high performance environment where multiple high-profile projects are run at once
- Able to communicate confidently, adapt style and influence stakeholders from multiple different teams and varying levels of seniority
- Passion for working in a diverse, creative and fast moving international environment, where you can make amazing things happen

Leadership capabilities:

- Shape strategy and execution plans: anticipating and interpreting market changes from which clear strategic and execution priorities and choices can be made. Communicating a clear vision and priorities for the marketing partnership area. Clear understanding of the next generation customer and competitor.
- Drive