Sr Director, Pricing Strategy jobs in United States
info-icon
This job has closed.
company-logo

Zendesk · 3 months ago

Sr Director, Pricing Strategy

positionUnited States
timeFull-time
remoteRemote
seniorityDirector/Executive
money$206K/yr - $308K/yr
date10+ years exp

Zendesk powers modern, AI-first customer service for organizations of all sizes. The Senior Director, Commercial Pricing Strategy will design, operationalize, and scale the next generation of Zendesk’s revenue models and go-to-market plays, leading high-impact initiatives across pricing and packaging, monetization, and deal discounting.

Customer ServiceData ManagementEnterprise SoftwareSoftwareTechnical Support
check
H1B Sponsor Likelynote

Responsibilities

Define multi-year pricing, packaging, and monetization strategies covering our AI, Customer Experience and Employee Service Suite portfolios, and enterprise add-ons (Contact Center, WFM, QA, Data Privacy, and Copilot AI)
Lead monetization for new capabilities (especially AI), developing attractive pricing, value metrics, usage thresholds, and hybrid usage/commit structures
Evolve packaging frameworks (good/better/best, bundle, consumption-tiered) across customer segments, geographies, and partnerships
Conduct willingness-to-pay and elasticity research, run pricing pilots, and optimize based on robust data and market insights
Chair an executive-level Pricing Committee to ensure cross-functional alignment on pricing decisions; Collaborate closely with product management and marketing to drive monetization agenda
Lead company-wide transitions to new revenue models, including migration planning for the installed base and corresponding customer/stakeholder communication strategies
Partner cross-functionally to drive alignment across CPQ, billing, SKU taxonomy, entitlements, and data/analytics to ensure operational accuracy and financial integrity
Develop policies for grandfathering, renewals, and revenue protection during transitions
Design and launch competitive programs focused on winning market share from key competitors
Structure compelling promotions and pricing frameworks with clear financial and strategic benefit to Zendesk, partners, and customers
Drive initiatives to reduce discounting and strengthen pricing discipline across global sales and partner motions
Own CLTV, CAC payback, attach/expansion, and monetization analytics frameworks and reporting dashboards
Monitor ARR/NRR, attach rates, and deal cycle metrics to drive ongoing performance optimization via pricing

Qualification

SaaS pricing modelsFinancial modelingData analysis toolsPricing research methodsProject managementTeam leadershipCommunication skillsAnalytical skillsPresentation skillsCross-functional collaboration

Required

Bachelor's degree in Business, Finance, Economics, or a related quantitative field; MBA preferred
10+ years of experience in pricing strategy, with at least 5 years in a leadership role within a SaaS company
Strong analytical and quantitative skills, with proficiency in financial modeling and data analysis tools. Deep fluency in pricing research methods (WTP, conjoint, elasticity, AB testing)
Proven ability to translate complex data into actionable pricing strategies and business insights
Excellent communication and presentation skills, with the ability to influence stakeholders at all levels
Demonstrated ability to lead and develop a high-performing team
Strong project management skills with the ability to manage multiple initiatives simultaneously
Proven success leading pricing for multi-product portfolios at scale
Experience leading cross-functional executive initiatives and influencing at the C-suite level

Preferred

Experience monetizing AI and automation features in SaaS
Knowledge of customer service, contact center, and employee service software
Experience in usage or consumption-based pricing models is a huge plus
Experience in large-scale pricing programs or revenue model transitions

Benefits

Bonus
Benefits
Related incentives

Company

Zendesk

twittertwittertwitter
Glassdoor3.7
company-logo
Zendesk develops a customizable customer service platform for organizations.
dateFounded in 2007
location
San Francisco, California, USA
people-size5001-10000 employees
web-link
http://zendesk.com

H1B Sponsorship

Zendesk has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (50)
2024 (69)
2023 (37)
2022 (92)
2021 (93)
2020 (44)

Funding

Current Stage
Public Company
Total Funding
$85.5M
Key Investors
RedpointMatrixBenchmark
2022-11-22Private Equity
2022-06-24Acquired
2019-09-18Grant

Leadership Team

leader-logo
Mikkel Asger Svane
CEO and Co-Founder
leader-logo
Adrian McDermott
Chief Technology Officer
linkedin

Recent News

Index Ventures
Index Ventures Portfolio
2026-01-06
Small Business Trends
Zendesk Boosts Employee Service with Unleash AI Acquisition
2026-01-04
Small Business Trends
Zendesk Teams Up with AWS to Revolutionize AI-Driven Contact Centers
2025-12-25
Company data provided by crunchbase