Director, Pricing & Monetization

Software is changing; AI, automation, and platform capabilities are transforming how customers buy and consume software, and traditional seat-based pricing is no longer enough. 

We are looking for a Director, Pricing & Monetization to join our growing team. This is a senior individual contributor role on our Product team, reporting to the Sr. Director, Pricing. We're not looking for someone to execute a strategy handed to them. We're looking for someone who can build the strategy, sell it, and see it through. 

You'll own pricing decisions end-to-end: from the earliest conversations with Product Managers on what a new capability is worth, through designing the model, building the case, winning buy-in from stakeholders, getting executive approval, and then implementing and measuring what you built. This isn't a strategy-only seat. You'll be in the room for the idea, the pitch, the build, and the results. 

What You'll Do: 

• Own pricing from inception to impact. Partner with Product Managers from the earliest stages of a new capability through pricing model design, including AI-based pricing structures, and build the business case yourself to win executive approval. 
• Drive buy-in without formal authority. Lead cross-functional alignment across Product, Product Marketing, Finance, Sales, Revenue Operations, and Engineering, using pricing experiments and willingness-to-pay research to pressure-test ideas before they go to market. 
• Execute and implement, not just advise. Partner with Sales, Revenue Operations, and Deal Desk to operationalize the pricing decisions you've designed, building the policies and enablement materials that let go-to-market teams execute with confidence. 
• Measure, fine-tune, and build the framework. Monitor adoption and performance on what you've implemented, adjust based on real results, and build a repeatable framework for how pricing decisions get made going forward. 

We're looking for a driver, someone with a demonstrated track record of leading pricing decisions independently, not just contributing to one part of someone else's plan. You should be able to point to specific examples where you: 

• Originated a pricing or packaging strategy yourself, rather than executing a strategy someone else designed 
• Built buy-in and got a pricing decision approved by stakeholders and executives without having formal authority over them 
• Carried a pricing initiative through the full lifecycle: strategy, testing, approval, implementation, and post-launch measurement 
• Adjusted a pricing decision after launch based on real performance data

Additional experience we're looking for: 

• 8+ years in pricing, monetization, or revenue strategy roles within SaaS or technology 
• Experience with AI-based pricing models strongly preferred 
• Strong understanding of subscription, consumption, usage-based, hybrid, and outcome-based pricing models 
• A track record of influencing cross-functional teams across Product, Finance, Sales, Marketing, and Engineering
• Strong communication skills and the ability to present and defend recommendations to senior leadership
• Experience working across globally distributed teams

This is a hybrid role with in-office expectations of 3 days/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.