[Hiring] Principal, Pricing & Packaging @Abnormal

Role Description

Abnormal AI is looking for a Principal, Pricing & Packaging to own how we price our platform, starting with our email security bundles and extending into a new wave of products we're rolling out that will need their own pricing models.

• Continuously reassess pricing and packaging across our existing portfolio.
• Own the pricing and packaging recommendation and work with senior leadership to turn that recommendation into a decision.
• Stay involved through implementation with our Sales Operations, Billing, and CPQ teams.
• Shape how a fast-growing cybersecurity company prices its products.

What You Will Do

• Recommend packaging, pricing, and metering for our email security bundles.
• Define pricing models for a new line of products, including whether pricing should be based on count or usage.
• Continuously review and reassess pricing and packaging across our full existing product portfolio.
• Build and run a pricing decision-making cadence with senior leadership.
• Work directly with Sales Operations, Billing, and CPQ teams to implement pricing decisions.
• Train our sales team on pricing strategy, packaging rationale, and negotiation guardrails.
• Analyze pricing performance to find areas for improvement.
• Benchmark against competitors and adjacent markets.
• Use AI tools to model pricing scenarios and analyze deal and usage data.

Qualifications

• 10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity.
• A proven track record owning pricing end to end, from recommendation to decision to implementation.
• Direct experience with usage-based, consumption-based, or credit-pool pricing models.
• Experience managing pricing across an existing multi-product portfolio.
• Strong quantitative and analytical skills.
• The ability to influence senior stakeholders without direct authority.
• Experience partnering with Sales Operations, Billing, and CPQ teams.

Nice to Have

• Experience in cybersecurity or enterprise security software.
• MBA or equivalent strategy, finance, or consulting background.
• Hands-on experience with CPQ platforms (Salesforce CPQ) and deal desk processes.
• Experience scaling pricing as a company moves from single-product to multi-product.

Requirements

• Actual compensation will be determined based on several non-discriminatory factors including skills, experience, qualifications, and geographic location.
• In addition to base salary, this role may be eligible for bonus or incentive compensation, equity, and a comprehensive benefits package.
• Base salary range: $172,100 — $247,500 USD.

Company Description

Abnormal AI is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status or other characteristics protected by law.