Pricing and Packaging Specialist

Product United States


Optimizely is hiring a Director of Pricing & Packaging Strategy to join our rapidly growing team. Reporting to our Chief Product Officer, this role will drive pricing and packaging strategy for Optimizely. 

Optimizely is focused on unlocking digital potential and we are the recognized category leader in Digital Experience Platform (DXP) and created the category for A/B Testing and experimentation software. We have incredible customers – isn’t that one of the most important aspects of looking for your next job? Optimizely has over 9,000 brands from global organizations such as Visa, Sky, Mazda, Yamaha, Electrolux, Wall Street Journal to tech innovators like Atlassian, DocuSign, Fresh Direct, FitBit and Zillow.  

Not only are we financially sound and growing but we have unicorn status: Exceeded $300M in revenue in 2020, is profitable already, and has all strategic options ahead of itself. Significant funding through Insight Venture Partners, the leading Scale Up investment firm who invested $1.16B in 2018 and has since invested significant amounts with 4 acquisitions in the last 16 months  

We are an inclusive culture: global team blending European and American business culture with emphasis on team work, inclusion, and moving fast. People make the difference!  

The people are fantastic with experienced leadership: leadership with substantial enterprise and scale-up experience, and a global team of 1200+ people across the US, Europe, Australia, and Vietnam.  

We are a growth company: Optimizely continues to invest (most recent acquisition is Zaius) and addresses a market opportunity north of $30 billion providing personal with significant career growth opportunities. 

YOUR MISSION, Should you choose to accept 

Price and Package so we help our customers achieve a great sense of satisfaction and value, while we help grow our business. You’ll need to understand pricing from 10 different regions, how it plays competitively as well as what margins look like. You’ll work with so many different parts of the organization – it will be like, “woah, I get to meet and work with people in Sweden AND Australia – that’s so cool”! 

This role requires a strong ability to work both independently and cross-functionally, interface with executive leadership, and communicate clearly in a remote environment. A passion for data analysis, financial modeling, and pricing strategy is a must. Strong candidates will have a proven track record in delivering successful pricing and packaging strategies for SaaS and/or PaaS products in a high growth business environment. 

You will... 

  • Drive pricing and packaging strategy across Optimizely offerings that is optimized to deliver on the company’s value proposition and ensure growth is maximized 
  • Gather insights from both internal and external sources to evaluate our competitive positioning and market opportunity and inform strategic pricing decisions 
  • Perform pricing and packaging experiments to optimize strategy across Optimizely features and functions 
  • Work with product and marketing stakeholders to understand product roadmap and feature functionality to develop pricing and packaging recommendations 
  • Partner with sales and customer success to provide strategic and analytical support on negotiations 
  • Get executive leadership buy-in and alignment around new pricing and packaging strategies 
  • Develop pricing and packaging enablement materials for customer-facing teams 
  • Conduct primary and secondary market research via surveys and interviews 


  • 5+ years of specific experience in SaaS/PaaS pricing and packaging for a software company or consulting firm.  
  • Led pricing & packaging strategy at a high-growth SaaS company 
  • Passion for data analysis and ability to distill into actionable insights  
  • High level of attention to detail and ability to juggle multiple projects at once 
  • Proven ability to effectively collaborate and communicate across Product, Sales, Marketing, Customer Success, Operations, and Finance 
  • Able to identify and develop solutions to complex problems from a strategic and operational perspective