[Hiring] Pricing and Packaging Insights Lead @LaunchDarkly

Role Description

LaunchDarkly is seeking a Temporary Pricing & Packaging Field Insights Lead to bring a practical, field-informed perspective to important pricing and packaging decisions. This role will work across Sales, Solutions Engineering, Customer Success, Deal Management, Finance, Product, and Marketing to understand how customers and field teams experience our current commercial model—and turn those insights into clear, evidence-based recommendations.

The role is designed for a commercially minded operator who can engage directly with customer-facing teams, identify recurring friction and opportunity, evaluate options, and communicate a point of view to decision-makers. The successful candidate will help ensure that pricing and packaging decisions are not only analytically sound, but also understandable, sellable, and workable in real customer conversations.

This is a role with a focused mandate: gather and synthesize field insights, assess pricing and packaging alternatives, and recommend decisions that improve clarity, customer value communication, and field execution.

The role will have a defined project plan, regular stakeholder reviews, and agreed decision milestones. The scope may evolve as field research surfaces new evidence, but the primary outcomes will remain field insight synthesis and pricing and packaging recommendations. The role is an individual-contributor position and does not include direct people management.

Responsibilities

• Gather and synthesize field insights
• Design and lead the organization's structured approach to field research; interviews, listening sessions, deal review, establishing the methodology other teams adopt for surfacing pricing and packaging signal from the field.
• Serve as the principal authority for distinguishing isolated anecdotes from repeatable, structural signal across account executives, sales leadership, solutions engineering, customer success, and deal desk; codify this judgment into frameworks others can apply.
• Translate field feedback into strategic themes and hypotheses that shape long-term pricing and packaging direction, not just near-term decision inputs.
• Set the standard for how field perspective is represented in pricing and packaging discussions, including the judgment calls on confidentiality and representativeness that less experienced contributors would escalate.
• Evaluate options and recommend decisions
• Exercise wide latitude in determining which pricing and packaging questions merit investigation, and in defining the approach, objectives and methods are largely self-determined, with accountability for outcomes that affect the function or company as a whole.
• Serve as principal advisor and internal expert on the interaction between pricing/packaging models and field commercial behavior; erroneous judgment here carries company-wide, long-term consequences.
• Develop decision materials that function as the authoritative reference for the problem space; evidence, options, tradeoffs, and risk, used directly by executive and senior leadership to commit to strategy.
• Partner with Finance, Product, Revenue Operations, Deal Management, and executive leadership as a peer contributor to strategy, not just a validator of others' assumptions; shape how those functions think about pricing risk going forward.
• Identify systemic risks: unintended incentives, inconsistent application, structural complexity before they surface in the field, and influence policy and future model design to prevent them proactively.
• Determine when a pilot, test, or feedback loop is warranted as a matter of judgment and precedent-setting practice, not a recommendation escalated for approval.
• Support decision readiness
• Own the translation of approved decisions into field-wide implications, setting the narrative and framing that customer-facing teams and enablement functions build from.
• Identify systemic gaps in guidance, tooling, training, or process; at the level of the operating model, not a single rollout that could limit adoption at scale.
• Establish and maintain the organization's structured system of record for field evidence, decisions, and open questions, serving as the field-wide reference of record beyond any single engagement.
• Deliver a final readout that functions as a durable, field-wide reference; findings, recommendations, decisions, and a forward-looking view of pricing and packaging strategy used to inform strategy well beyond the immediate engagement.

Qualifications

• Experience in pricing and packaging, commercial strategy, revenue operations, sales strategy, deal desk, solutions engineering, customer success, or a closely related B2B SaaS function.
• Direct experience working with customer-facing teams and interpreting feedback from live customer or deal contexts.
• Demonstrated ability to structure ambiguous problems, synthesize qualitative and quantitative inputs, and form a clear recommendation.
• Strong commercial judgment, including the ability to assess customer value, field behavior, business impact, and operational tradeoffs.
• Excellent written and verbal communication skills, with the ability to present a point of view to both executive stakeholders and field practitioners.
• Ability to operate independently in a fast-moving, cross-functional environment and deliver against a defined project mandate within 3–6 months.
• Sound judgment when handling confidential customer, deal, pricing, and employee information.

Requirements

• Target pay ranges based on Geographic Zones for Level 6:
• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $191,800 - $263,670
• Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $172,600 - $237,270
• Zone 3: All other US locations - $163,000 - $224,070
• Exact compensation may vary based on skills, experience, and location.
• Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

Company Description

Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong.

At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company.