Principal, Pricing & Packaging

The role

The Principal, Pricing & Packaging will own pricing and packaging for email security bundles and new product lines. This role involves recommending pricing models, working with senior leadership on decisions, and managing implementation with Sales Operations, Billing, and CPQ teams.

What you will do

• Recommend packaging, pricing, and metering for email security bundles.
• Decide pricing models for new products including count-based or usage-based approaches.
• Continuously review and reassess pricing and packaging across the full product portfolio.
• Build and run a pricing decision-making cadence with senior leadership.
• Work with Sales Operations, Billing, and CPQ teams to implement decisions.
• Train the sales team on pricing strategy, packaging rationale, and negotiation guardrails.
• Analyze pricing performance including win/loss trends, discounting patterns, and deal size.
• Benchmark against competitors and adjacent markets.
• Use AI tools to model pricing scenarios and analyze data.

Required qualifications

• 10+ years of experience in pricing strategy, packaging, or monetization.
• Proven track record owning pricing end to end from recommendation to implementation.
• Direct experience with usage-based, consumption-based, or credit-pool pricing models.
• Experience managing pricing across an existing multi-product portfolio.
• Strong quantitative and analytical skills to build pricing models and analyze data.
• Ability to influence senior stakeholders without direct authority.
• Experience partnering with Sales Operations, Billing, and CPQ teams.

Nice to have

• Experience in cybersecurity or enterprise security software.
• MBA or equivalent strategy, finance, or consulting background.
• Hands-on experience with CPQ platforms (Salesforce CPQ) and deal desk processes.
• Experience scaling pricing as a company moves from single-product to multi-product.

Benefits

• Base salary
• Bonus or incentive compensation
• Equity
• Comprehensive benefits package

Before you apply

• If application is successful, a conditional offer is made.
• Must successfully complete pre-employment checks to progress to a final offer.

About the company

Abnormal AI is a fast-growing cybersecurity company.