Director, Pricing & Packaging

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of a way to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

Job Description

Freshworks is seeking a Director of Pricing & Packaging to help develop and execute pricing, packaging, and monetization initiatives across the Freshworks portfolio. This is a high-visibility senior Individual Contributor (IC) role that balances macro monetization strategy with hands-on, end-to-end execution and commercialization. 

As we continue to evolve our portfolio, you will act as the key architect shaping pricing models beyond traditional seat-based SaaS toward usage-based, outcome-based, and hybrid monetization frameworks. 

This role partners closely with Product, Product Marketing, Finance, Sales, Revenue Operations, Deal Desk, Data Science, and our global engineering and operations team in India. Candidates should expect a highly collaborative, cross-border environment that requires regular flexibility across international time zones. 

What You'll Do

As an autonomous, senior Individual Contributor, you will own pricing initiatives from initial financial modeling to final marketplace rollout: 

• Monetization Strategy & AI Evolution: Design, model, and pilot modern consumption-based, credit-based, and hybrid pricing frameworks that align customer value with Freshworks' AI and platform capabilities. 
• End-to-End Commercialization: Partner closely with Product and Product Marketing to define feature tiers, building strategies, and product entitlements—running real-world experiments to validate models before full market launch. 
• Operational Execution & GTM Enablement: Build the operational guardrails, approval frameworks, and packaging structures alongside Revenue Operations and Deal Desk. You will directly equip Sales with the enablement tools and messaging needed to position pricing value. 
• Performance Tracking & Global Collaboration: Conduct willingness-to-pay studies, monitor competitive trends, and track core revenue and margins. You will act as the key bridge, aligning US executive leadership with our core engineering and data teams in India. 

Qualifications

• 8+ years of experience in pricing strategy, monetization, product strategy, revenue operations, management consulting, or related disciplines within SaaS or technology companies
• Experience developing pricing models for SaaS, platform, cloud, AI, or data-driven products 
• Strong understanding of SaaS monetization models, including subscription, usage-based, platform, consumption, credits, outcome-based, and hybrid pricing frameworks
• Demonstrated ability to translate complex product economics into scalable commercial strategies
• Strong analytical skills with experience building business cases, financial models, and pricing analysis
• Proven success influencing cross-functional stakeholders across Product, Finance, Sales, and Marketing organizations
• Exceptional communication and executive presentation skills 
• Ability to balance strategic thinking with operational execution in a fast-paced environment
• Bachelor's degree required; MBA or equivalent advanced degree preferred

Preferred Experience

• Familiarity with AI, cloud, infrastructure, platform, or data monetization models, including consumption forecasting and infrastructure controls
• Background in B2B SaaS companies transitioning from seat-based licensing to usage-based or hybrid monetization models
• Experience launching new products or monetization models high-growth technology environments. 

Additional Information

Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters.

The annual base salary range for this position is $207,400 - $256,200 USD. This role is also eligible for a target bonus.

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level.

Freshworks offers multiple options for dental, medical, vision, disability and life insurances, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.