Head of Pricing & Packaging

ABOUT ZIP Zip is the AI platform for enterprise procurement — built for humans and agents working together. By orchestrating procurement across teams, tools, and suppliers with the help of AI agents, companies can secure the resources they need to innovate faster than ever before. The world’s most influential enterprises trust Zip, including T-Mobile, OpenAI, AMD, Mars, Dollar Tree, and more. Together they’ve saved over $8 billion and processed over $500 billion in spend. Zip’s team includes product leaders from Apple, Airbnb, and Meta, as well as former procurement leaders from United Health, Sanofi, MGM Resorts, Discover, and NASA. Backed by Adams Street, Alkeon, BOND, CRV, DST, Tiger Global, and Y Combinator, Zip has raised $371 million, most recently at a $2.2 billion valuation and has been recognized by Forbes Fintech 50, Fast Company's Most Innovative Companies, Inc. Best in Business, and LinkedIn Top Startups. YOUR ROLE Pricing is one of the biggest levers Zip has to capture the value we create for customers, and today it is shared across Product, Deal Strategy/Ops, and Product Marketing. As Zip's first Head of Pricing & Packaging, you will own pricing and packaging as one function, with a single strategy, a single set of rules, and a single process for getting new products to the field. - You own the whole function: strategy, packaging, governance, and the operating rhythm. There is no existing team, playbook, or system to inherit. - You are both the strategist and the doer. You will build the models, run the research, write the policies, and make the call, then defend it in front of founders and the executive team. - You will work through Product, Product Marketing, Deal Strategy/Ops, Sales, Finance, and Legal without formal authority over any of them. - Headcount will be earned. You will decide what the function needs, size it, and make the business case for it. Expect to start as a team of one. YOU WILL PRICING STRATEGY AND PACKAGING - Own pricing strategy across Zip's portfolio, including new product and module pricing, packaging tiers, and bundling. - Run willingness-to-pay and competitive research (conjoint, Van Westendorp, benchmarking) and turn it into clear recommendations grounded in customer value. - Design packaging that is simple for buyers to understand and leaves room for expansion. - Chair a cross-functional pricing council that aligns Product, Sales, Finance, and Marketing and drives decisions to resolution. - Build and own a new product introduction (NPI) process that carries the product roadmap through to field readiness. PRICING OPERATIONS AND GOVERNANCE - Stand up what doesn't exist today: discounting policy, approval workflows, exception governance, and deal desk guardrails, in partnership with the existing Deal Desk team. - Define and report on pricing KPIs, including win rate by price point, discount leakage, price realization, and expansion ARR from packaging changes. - Evaluate pricing and CPQ tooling with Deal Desk as Zip's needs mature. LEADERSHIP - Be the company's authority on monetization, bringing market and competitive pricing intelligence into executive and product planning. - Present pricing recommendations and business cases to the founders and executive team. - Build the case, roadmap, and hiring plan for a pricing team as the function matures. QUALIFICATIONS - 10+ years in pricing strategy, monetization, or revenue strategy, including 5+ years owning pricing and packaging at a B2B SaaS or technology company. - Ownership of pricing and packaging for a multi-product or platform business: you made and defended the decisions, not only the analysis behind them. - A track record of building or substantially standing up a pricing or commercial strategy function, with measurable results such as NRR improvement, ARR acceleration, or competitive win-rate gains. - Experience influencing founders, C-suite, or board-level audiences, and aligning Product, Sales, Finance, and Marketing without formal authority. - Fluency in SaaS models across self-serve/PLG and enterprise sales-led motions, and how pricing flexes between them. - Strong quantitative judgment: pricing research methods, elasticity modeling, and turning data into a defensible recommendation. - Comfort working hands-on and largely solo, with a clear view of what to build first and the judgment to change course when priorities shift. NICE TO HAVES - Experience with CPQ, billing, or deal desk systems and workflows. - Experience in procurement, spend management, fintech, or another vertical B2B SaaS category. - Certified Pricing Professional (CPP) or a similar monetization credential. - Experience recruiting and building a pricing team. WHAT SUCCESS LOOKS LIKE IN THE FIRST YEAR - A pricing and packaging framework endorsed by the executive team, giving Zip one company-wide point of view. - A working governance model (discounting policy, approval thresholds, exception process) agreed with Deal Desk and Sales, with clear ownership and escalation paths. - At least one major pricing or packaging change shipped, grounded in willingness-to-pay research and tied to a measurable outcome. - Pricing KPIs defined and reported to executives on a regular cadence. - An NPI process running with Product, Product Marketing, Field GTM, and Business Operations. - A credible case for the initial team build-out, with a view of which capabilities to add next. The salary range for this role is $178,500 - $262,500. The salary for this position is determined based on a variety of job-related factors that may include location, relevant experience, education, or particular skills and expertise.   PERKS & BENEFITS At Zip, we’re committed to providing our employees with everything they need to do their best work. - 📈 Start-up equity - 🦷 100% health, vision & dental coverage options - 🍽️ Catered breakfast, lunch, & dinner - 🌴 Flexible PTO - 🏋️‍♀️ ClassPass membership - 🚍 Monthly commuter benefit - 🚠 Team building events & happy hours - 💻 Home office stipend - 🛜 Phone/internet reimbursement - 🍼 Paid parental leave - 🧑‍🧑‍🧒‍🧒 Fertility stipend - 💸 401k plan - 🤖 AI token usage   We're looking to hire Zipsters and that means hiring people who take ownership, communicate openly, have an underdog mindset, and are excited to increase the pace of innovation for every business in the world. We encourage all candidates to apply even if your experience doesn't exactly match up to our job description. We are committed to building a diverse and inclusive workspace where everyone (regardless of age, religion, ethnicity, gender, sexual orientation, and more) feels like they belong. We look forward to hearing from you!