[Hiring] Pricing & Packaging Lead @Hightouch

Role Description

We're hiring our first dedicated Pricing & Packaging Lead. This is a senior individual contributor role for someone who wants to own how Hightouch monetizes, not administer a rate card someone else set.

Hightouch has grown from 10 to 100 account executives in under two years, and the product has diversified well beyond its Reverse ETL origins:

• Customer Studio
• Identity Resolution
• Journeys
• Event Collection
• Real-Time Audiences
• Match Booster
• A fast-expanding set of AI products with a base + consumption pricing profile

Each launched with its own pricing logic, and the frameworks that got us here won't get us to the next stage. We need a central lead who owns the whole picture, from strategy through the systems that make it real, and who is in the room with our Co-CEOs, CRO, CFO, and product leaders as new pricing gets designed.

This role reports to our Head of Revenue Operations and sits alongside the Deal Desk Lead. Deal Desk owns the transaction: structuring, approvals, and quote accuracy on individual deals. You own the frameworks Deal Desk enforces, and you'll partner with Deal Desk and our front-line sales managers (AEMs) on the largest deals. You'll be hands-on-keyboard from day one and are expected to be a builder and scaler.

Qualifications

• You've owned pricing and packaging at a high-growth B2B SaaS company, ideally through product diversification or a pricing-model transition, selling into enterprise at multi-$100K and $1M+ price points.
• You've built price books, not just analyzed them.
• You've priced consumption and hybrid models, not just seats.
• You understand value metrics, commits, drawdown, overage, minimums, and true-ups, and the revenue-recognition and forecasting headaches hybrid models create.
• Launching pricing for AI or usage-metered products is a strong plus.
• You've worked directly with founders and executives on pricing decisions.
• You build the analysis, form a recommendation, defend it in a room with strong opinions, and execute the decision even when it wasn't your first choice.
• Leaders trust you because you tell them what you actually think.
• You build pricing models approved by Finance.
• You drive analysis including margin and revenue impact scenarios, understand how to translate P&L prerogatives into customer action, and respect cost levers when setting pricing and discount structures.
• You've been close to deals.
• You've sat with sellers and deal desk on large, complex opportunities and know how pricing strategy meets negotiation reality.
• You understand that confusing pricing costs real revenue and rep time, and you're energized by making it simple.
• You've written pricing requirements for CPQ or quote-to-cash systems.
• You understand product catalogs, price book structures, and pricing rules, and how those choices propagate into billing, ARR reporting, and compensation.
• You don't need to configure Salesforce yourself, but you speak the language and own the outcome.
• You build tools people use.
• Your calculators, scoping models, and reference guides get adopted because they're faster than the alternative.
• You're fluent in spreadsheets, BI tools, SQL, and increasingly in AI tooling.
• You think from first principles and ship iteratively.
• You ask why, build a hypothesis, test it, and update fast.
• You're eager to learn how Hightouch actually runs rather than apply what worked at your last company.

Requirements

• Co-create pricing and packaging with executive and product leadership.
• Own the pricing and packaging agenda.
• Partner directly with our Co-CEOs, CRO, CFO, and Product leaders on how new products get packaged, metered, and priced.
• Run the pricing workstream for every material launch.
• Build the analysis behind each decision.
• Rationalize and own the current pricing frameworks.
• Inventory everything we sell and how we price it today.
• Consolidate overlapping or contradictory frameworks into one coherent price book.
• Define what is standard, what is an exception, and what we no longer offer.
• Set uplift and repricing standards for renewals and expansions.
• Build the pricing enablement and calculation tooling for the field.
• Make it easy for 100+ AEs and their managers to quote correctly and defend the price.
• Partner with Deal Desk and AEMs on large and complex deals.
• Own business requirements for product price books in CPQ.
• Advise GTM Compensation on commission by product.

Benefits

• The salary range for this position is $200,000 to $260,000 per year, which is location independent in accordance with our remote-first policy.
• Meaningful equity compensation in the form of ISO options.
• Early exercise and a 10 year post-termination exercise window.