[Hiring] Vice President, Product Pricing and Packaging @Qlik

Role Description

We're looking for a visionary, results-driven leader to own how Qlik turns customer value into revenue. This role will establish and scale Qlik's centralized pricing and packaging function — spanning strategy, monetization architecture, research, operations, and governance — and ensure it's aligned with Qlik's broader strategic goals. As Qlik's platform shifts toward AI-driven and outcome-based value delivery, this leader will treat pricing and packaging as product decisions, transforming them into a durable competitive advantage and a driver of growth and profitability. The role works cross-functionally with product, product GTM, sales, customer success, finance, IT, legal, and marketing teams to achieve optimal business outcomes.

Key Responsibilities

• Strategic leadership and vision
  • Develop and execute Qlik's long-term pricing and packaging vision and strategy in collaboration with senior executives and cross-functional teams.
  • Position the pricing and packaging function as a profit driver and source of competitive advantage for the company.
  • Lead transformation initiatives to simplify, optimize, and innovate pricing and packaging models and processes.
  • Act as the company-wide authority on pricing and packaging decisions, ensuring objectivity and neutrality across product, sales, customer success, and finance teams.
  • Build and lead a centralized, cross-functional pricing and packaging team that provides high-level advice and support to product, sales, customer success, and finance teams.
• Packaging and monetization architecture
  • Design product packaging structures, e.g., tiers, bundles, and add-ons, aligned to customer segments and jobs-to-be-done, using frameworks such as good-better-best tiering and price fencing.
  • Own the evolution of Qlik's monetization model as the platform shifts from seat-based pricing toward usage-based and outcome-based value delivery, including for AI and agentic capabilities.
  • Partner with product management on feature-to-tier mapping and the monetization implications of the product roadmap.
  • Determine technical feasibility of proposed pricing models in partnership with product management, including the telemetry and instrumentation needed to measure usage-based meters.
  • Set direction for how customer value is metered, packaged, and priced across the portfolio.
• Pricing research and analytics
  • Drive quantitative pricing research, including willingness-to-pay and conjoint studies, price elasticity modeling, and competitive benchmarking.
  • Build repeatable, data-driven processes for pricing experimentation, testing, and iteration.
  • Continually monitor market and competitor pricing, adjusting recommendations to market conditions and business needs.
  • Monitor internal pricing and packaging performance, e.g., discount leakage, tier adoption, deal patterns, and recommend structural adjustments.
  • Develop insightful reporting and dashboards, presenting findings and recommendations to senior management.
• Operational excellence and governance
  • Oversee optimization of existing pricing structures, including sunsetting outdated or unsuccessful models and driving adoption of new frameworks.
  • Design and implement streamlined pricing governance processes, ensuring sales and customer success teams and deal desk have clear profitability targets and parameters.
  • Operationalize discounting, overage, and amnesty policies, in partnership with finance and deal desk, that balance deal volume with revenue maximization, distinguishing framework ownership and deal approvals.
  • Manage the end-to-end lifecycle of pricing and packaging changes, from strategy through systems implementation and field enablement.
  • Establish global, scalable pricing and packaging processes with strong governance across geographies and segments.
• Cross-functional partnership
  • Partner with product GTM team to translate approved go-to-market plays and promotional offers into executable, commercially sound pricing and packaging constructs, confirming buildability before anything is promised externally.
  • Partner closely with product, sales, customer success, and marketing teams to ensure pricing and packaging reinforce Qlik's broader positioning and platform narrative across the customer lifecycle.
  • Design pricing and packaging strategies that support both sales-assisted and self-serve customer journeys, ensuring clarity, flexibility, and efficiency across acquisition and expansion motions.
  • Establish pricing principles and guardrails that guide decision-making across product, sales, partners, customer success, and finance.
  • Partner with IT/product R&D on metering and billing systems that support pricing and packaging execution.
  • Own monetization outcomes tied to company revenue goals, including incremental ARR, expansion revenue, and margin performance.

Qualifications

• 10+ years of experience in senior pricing and packaging leadership roles, ideally within B2B SaaS or subscription software, with deep, direct ownership of pricing and packaging.
• Proven track record owning pricing and packaging end-to-end — from strategy and research through implementation and governance.
• Deep expertise in SaaS monetization models, including capacity, consumption, agentic, and tiered or bundled packaging.
• Hands-on experience with pricing research methodologies such as conjoint analysis, willingness-to-pay studies, and elasticity modeling.
• Strong financial acumen, with the ability to build and assess P&L models and translate program economics into commercial decisions.
• Highly analytical and data-literate, with a track record of testing and making informed, evidence-based decisions.
• Experience pricing and packaging across global geographies, customer segments, and business units.
• Excellent executive communication, presentation, and cross-functional influencing skills.
• Bachelor's degree required; MBA or equivalent advanced degree preferred.

Location

East Coast – USA, Boston, MA and King of Prussia, PA Preferred

Benefits

• Anticipated base salary range: $241,000 MIN USD to $361,000 USD MAX per year.
• Eligible for a corporate bonus of 25-30% under the Company’s corporate bonus plan.
• Comprehensive benefits including medical, dental, and vision coverage.
• Life and AD&D, short and long-term disability coverage.
• Paid time off, paid parental/maternity leave.
• Participation in a 401(k) program that includes company match.
• Many other additional voluntary benefits.

Application Window

The application window is 60 days, but applicants are encouraged to apply as soon as possible. The posting will be removed before the application window closes if the position is filled.