Head of Pricing

Who is Sonar?

Position description

The Head of Pricing will be responsible for the design, execution, and optimization of a cohesive monetization strategy that accelerates revenue growth, improves unit economics, and enhances customer value across B2B, B2C, Partners, and Product-Led Growth (PLG) channels.

What you will do

Strategic Monetization & Packaging

• Multi-Motion Strategy: Develop pricing frameworks that support Enterprise B2B (value-based), B2C (elasticity-based), Partnership, and PLG (usage-based or tiered) motions.

• Packaging Design: Define feature gatekeeping and bundle structures to drive upsell and expansion paths. Work with PMs early to reinforce product delivery and packaging under the north star of “what problems are customers willing to pay us to solve for them”.

• PLG Optimization: Design "frictionless" self-serve pricing and conversion triggers that turn free users into paying customers. Includes traditional B2C SaaS, and Community Build of an on-premise product.

Market & Competitive Intelligence

• Value Research: Conduct quantitative and qualitative research to understand customer "willingness to pay."

• Competitor Mapping: Maintain a real-time pulse on competitor pricing, discounting trends, and packaging shifts to ensure market leadership

Sales Enablement & B2B Deal Desk

• Discounting Frameworks: Establish guardrails and approval workflows for the Sales team to protect margins while maintaining deal velocity. Partnership guardrails and discounting should be downstream of the internal Sales team.

• Collateral Support: Partner with Marketing to create clear, transparent pricing pages and sales calculators that communicate ROI.

Data Analytics & Experimentation

• Price Testing: Lead A/B tests on price points, trial lengths, and promotional offers, specifically for B2C and self-serve segments.

• Performance Tracking: Monitor key metrics including Net Revenue Retention (NRR), LTV/CAC ratios, and price realization rates.

Continuous collaboration and change management 

• Formalizing structure and communications around pricing change rollout (internal, partners, working with Sales enablement on end customer communications). 

• Alignment and collaboration with Finance and account teams for our consumption-based products.

Experience and qualifications

• 8+ years of experience in pricing, revenue operations deal desk operations, or management consulting, preferably within a high-growth SaaS environment.
• Advanced Excel/Google Sheets and SQL knowledges are non-negotiable. Experience with BI tools (Tableau/Looker) is a plus.
• A deep understanding of behavioral economics (anchoring, framing, and loss aversion). Experience with optimizing global market penetration.
• Demonstrated curiosity and practical experience using AI tools in pricing or workflow optimization
• ASC 606 and GAAP knowledge are also of value.
• Growth Mindset: You are comfortable with ambiguity and can pivot between "big picture" strategy and the "finer grained details" of a billing system implementation.
• You are passionate about leveling up pricing/packaging literacy as a core Product Management skill within our organization.
• You can communicate and collaborate effectively with a range of skill maturity in a Product organization.

We value diversity, equity, and inclusion

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

If you need any accommodation, please reach out to us at hiring@sonarsource.com. 

All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date. 

Applications that are submitted through agencies or third party recruiters will not be considered.