Description
VP, Pricing & Packaging
Location: Remote, USA
Employment Type: Full-Time
Benefits Offered: Vision, Medical, Life, Dental, 401K
Gross annual base salary: USD $ 229,000.00 - $297,500.00
Additional variable compensation and benefits may apply. Total compensation is based on experience, skills, and location using objective, job-related criteria.
Summary
The Vice President, Pricing & Packaging is responsible for designing, building, and scaling OneStream's monetization strategy across its full product portfolio. This role owns the architecture and execution of pricing models, packaging tiers, and commercial frameworks that drive ARR growth, improve win rates, and accelerate deal velocity-while aligning monetization with customer value and OneStream's multi-product growth ambitions.
This leader operates at the intersection of strategy and execution in a high-growth, PE-backed SaaS environment, translating commercial insights and competitive intelligence into scalable pricing frameworks. As a key cross-functional partner, this role works closely with the CRO, CFO/FP&A, Product, Sales, and Marketing to ensure that pricing architecture supports go-to-market execution and enterprise value creation.
Role Context:
Multi-product SaaS transition requiring a unified, scalable pricing architecture.
Strategic imperative to evaluate and design a transition roadmap toward consumption-based pricing, balancing innovation with the needs of a long-tenured enterprise customer base.
Active GTM transformation with evolving hunter/farmer coverage model and role specialization.
Complex enterprise deal structures with non-standard packaging requirements.
Private equity environment with a strong focus on value creation, margin optimization, and forecast predictability.
Long-tenured enterprise customer base requiring thoughtful packaging evolution and change management.
Primary Duties and Responsibilities
Own (Full Accountability)
Pricing Strategy & Architecture
Design and maintain OneStream's enterprise pricing model across all product lines.
Develop metric-based, outcome-based, and consumption-based pricing structures aligned to customer value.
Establish pricing tiers, licensing models, and packaging bundles that support land, expand, and renew motions.
Define standard and non-standard deal structures, including enterprise agreements, usage tiers, and multi-product bundles.
Lead the evaluation and design of a consumption-based pricing transition roadmap-assessing viable models (usage-based, outcome-based, hybrid), sequencing the migration in a way that protects existing ARR, and building the business case for internal and PE sponsor alignment.
Packaging Design & Productization
Own the packaging architecture across OneStream's full product portfolio-defining how platform-level technologies are structured into sellable, stackable, and expandable product tiers.
Define feature bundling, add-on architecture, and module-level packaging for new and existing products-with particular attention to OneStream's platform model, where underlying technology often becomes the foundation for applications and products that require distinct packaging treatment.
Drive coherent packaging narratives that support sales motion and simplify buying decisions.
Establish clear customer segment packages (e.g., mid-market vs. enterprise) to reduce friction and improve conversion.
Partner with Product and Engineering to ensure packaging decisions are grounded in the technical architecture of the platform-not just the commercial surface-and can be sustainably delivered and contracted.
Develop expansion packaging paths-upgrade architecture, cross-sell tiers, and renewal packaging-that drive NRR growth across the installed base.
Commercial Governance, Pricing Execution & Deal Support
Own discounting policy frameworks and approval thresholds in partnership with the Deal Desk and RevOps.
Design commercial guardrails that protect margin while enabling competitive flexibility.
Partner with Sales to support complex, non-standard pricing requests and custom deal structures.
Own CPQ configuration, quoting architecture, and pricing system governance-ensuring that no pricing motion reaches the field without passing the commercial readiness gate.
Own order form architecture and rev rec pre-clearance in partnership with Legal and Finance-ensuring deal structures are commercially sound and revenue recognition implications are resolved before contracts execute.
Lead Sales activation readiness for new pricing and packaging launches-ensuring the field has the tools, training, and talk tracks required to bring pricing changes to market successfully.
Competitive Intelligence & Market Positioning
Lead ongoing competitive pricing benchmarking across the CPM/EPM landscape.
Translate win/loss data, deal insights, and customer feedback into actionable pricing adjustments.
Partner with Product Marketing to develop competitive positioning and pricing messaging.
Establish regular market analysis cadence to ensure pricing remains competitive and growth-enabling.
Pricing Analytics & Insights
Build and own a pricing analytics function to track win rates, ACV trends, discount patterns, and price realization.
Deliver pricing performance dashboards for senior leadership and PE sponsors.
Build data models that connect packaging decisions to ARR outcomes, deal velocity, and customer health.
Partner with RevOps and FP&A to ensure pricing decisions inform capacity planning and financial modelling.
Influence (Advisory)
Product roadmap prioritization via structured pricing and commercial feedback.
Compensation plan design as it relates to pricing-linked incentives (executed by Finance).
Customer Success and renewal strategies where pricing flexibility is a retention lever.
PRIMARY RESPONSIBILITIES
Design and scale a best-in-class enterprise pricing and packaging... For full info follow application link.
