Pricing & Packaging Strategy Lead
The Opportunity
This is a high-impact, execution-oriented role responsible for driving SafetyCulture's commercial growth through rigorous pricing and packaging strategy, research, and operational delivery. Working closely with an internal Product Manager who owns product and engineering execution, this individual takes ownership of the commercial, analytical, and cross-functional coordination elements of our pricing and packaging programmes.
You will operationalise high-priority initiatives backed at CEO and executive level - including plan optimisations, hybrid and location-based pricing models, legacy pricing migrations, discount rationalisation and defining the future commercial strategy of the business in the current SaaS macroeconomic environment - ensuring programmes are delivered on schedule, with quality, and with measurable business impact. You will partner with Product, Finance, Revenue Operations, Data, and GTM teams to translate strategy into results, and communicate progress and impact to senior leadership.
Key Responsibilities:
Lead Commercial Strategy Execution
Define and shape the commercial strategy: In partnership with the broader pricing and packaging team, contribute to continuous refinement of the company's pricing and packaging commercial strategy - bringing market evidence, customer insight, and commercial analysis to inform strategic direction and prioritisation.
Operationalise the commercial strategy: Take ownership of translating pricing and packaging frameworks into clear, actionable execution plans - refining details, managing trade-offs, and aligning stakeholders around priorities.
Programme coordination: Lead coordination of pricing and packaging initiatives across stakeholders, partnering with the Product Manager who owns engineering and product delivery. Maintain programme plans, track milestones, and surface risks early.
Drive GTM adoption and compliance: Ensure updated pricing and packaging structures are effectively adopted by Sales, Customer Success, and Support via enablement, documentation, and pricing guardrails working with Deal Desk and RevOps.
Commercial readiness and rollout: Coordinate rollout plans with GTM teams including go-to-market sequencing, enablement materials, and internal and customer communications.
Pricing Research & Analytical Insight
Customer research and willingness-to-pay studies: Lead primary customer research activities - including customer interviews, surveys, and willingness-to-pay studies - to understand how customers derive value from the product, identify key WTP drivers, and generate insights that inform packaging design and pricing decisions.
Analytical support for experimentation: Provide analytical frameworks, scenario models, and post-implementation measurement to support pricing experiments led by the Product Manager - helping validate assumptions, assess financial impact, and surface learnings for iteration.
Insight and scenario modelling: Partner with Data & Analytics and FP&A to develop pricing scenarios, elasticity insights, and forecasting models that inform prioritisation, assess trade-offs, and quantify revenue impact across ARR, NDR, and ARPU/ACV.
Performance measurement: Establish and maintain measurement frameworks to assess commercial outcomes post-implementation, synthesise learnings, and make iterative recommendations for refinement.
GTM Alignment & Stakeholder Communication
GTM alignment: Own the coordination workstream with Sales Leadership, Marketing, Customer Success, and Support to ensure consistent messaging, negotiation guardrails, and customer transition plans where pricing changes apply.
Executive and stakeholder communication: Synthesise complex pricing and packaging information into concise briefs and presentations for leadership, steering committees, and key stakeholders - clearly articulating rationale, timelines, risks, and performance indicators.
Product and Engineering interface: Attend key product and engineering planning sessions to provide commercial context; day-to-day product and engineering coordination is owned by the internal Product Manager.
Commercial Intelligence & Market Context
Competitive and market insight: Track competitive pricing and packaging evolution, market dynamics, and customer insights to inform tactical adjustments and future strategy refinement.
Voice of customer: Balance quantitative results with qualitative feedback (surveys, customer interviews, segment insights) to validate assumptions and refine implementations.
Success Metrics
Measurable uplift in key monetisation KPIs (net dollar retention, ARPU/ACV growth, tier conversion rates).
On-time delivery of pricing initiatives.
Accuracy and reliability of pricing measurement, scenario modelling, and rollout execution.
Quality of GTM enablement and adoption of pricing changes across Sales and CS.
Required Qualifications
Experience: 6+ years in commercial strategy, pricing strategy, revenue operations, management consulting, or related roles in SaaS/technology - with demonstrable execution experience in pricing analysis and commercial programme delivery.
Analytical skills: Strong analytical skills with fluency in data interpretation, scenario modelling, and hypothesis testing; familiarity with SQL or equivalent analytical tools is a plus.
Cross-functional collaboration: Demonstrated ability to work effectively across Revenue Operations, FP&A/Finance, GTM, and Product teams.
SaaS pricing knowledge: Deep understanding of SaaS pricing strategies, including hybrid monetisation models, usage-based pricing, and packaging optimisation.
Communication: Excellent written and verbal communication skills with the ability to articulate complex trade-offs to both technical and business audiences, including executive leadership.
Project leadership: Proven track record leading complex cross-functional initiatives to successful execution.
Preferred Qualifications
Experience supporting or delivering major pricing changes, pilots, or commercial model transitions at scale in a SaaS organisation.
Familiarity with billing platforms and CPQ systems (e.g., Zuora, Salesforce CPQ).
Background in customer research methods (e.g., willingness-to-pay studies, segmentation research).
Experience in value metric definition and packaging design.
Background in management consulting, strategy, or RevOps in a high-growth SaaS environment.
Working Environment & Expectations
Highly cross-functional role spanning commercial strategy, analytical research, and operational delivery.
Works in close partnership with an internal Product Manager who leads product and engineering execution and the Director of Operations in defining the strategy and execution.
Comfortable navigating ambiguity in a fast-moving SaaS environment where pricing is both strategic and tactical.
Ability to partner with distributed teams and drive accountability with clarity and impact.
At SafetyCulture, we care about people and growing the team, through:
- Flexible working arrangements, we encourage you to create the best work blend while working from your home and the local SafetyCulture office;
- Access to professional and personal training and development opportunities; Hackathons, Workshops, Lunch & Learns;
- We encourage involvement in the community, open source work, attending talks and events, and experimenting with new technologies;
- In-house Culinary Crew serving up daily breakfast, lunch and snacks;
- Wellbeing initiatives such as subsidised fitness programs, EAP services and generous parental leave policy;
- Table tennis, board games, gym sessions, book club, and pet-friendly offices.
