Senior Director, Pricing Strategy

Date: Sep 19, 2023

Location: London, GB, SE1 9PG

Company: Optimizely

Optimizely is focused on unlocking the boundless potential of our clients and employees. We are a category leader in Digital Experience Platform (DXP) and have the pleasure of serving over 9,000 brands, from global organizations such as Visa, Sky, Yamaha, and Wall Street Journal to tech innovators like Atlassian DocuSign, FitBit, and Zillow.  

Optimizely fosters an inclusive and diverse culture with a global team of 1500+ people spread
across the US, Europe, Dubai, Australia, Singapore, Bangladesh, and Vietnam. Our unique work environment focuses on flexibility, trust, teamwork, diversity, and moving fast.

We genuinely believe that our people make all the difference, and once we find the best talent, we go out of our way to nurture them.  If you are looking to work on the next generation of digital technologies in a fast-paced and growing environment with industry leaders, Optimizely is the place for you! 


The Senior Director, Pricing Strategy  is responsible for developing Optimizely's pricing & packaging strategy across all products and services, including long-term strategy & vision and support for short-term initiatives and product launches. This includes: leading all activities and processes related to defining pricing strategy, collaborating with key stakeholder groups (Product Management, Evangelism, Product Marketing, GTM Operations) to help to define & execute strategy, understanding market trends and the performance of the business, as well as providing insights and managing risks & opportunities. The role is responsible for providing direct leadership for a growing pricing strategy team. The Sr Director reports directly to the Chief Financial Officer and represents a significant senior leadership position within the Group.

Job Responsibilities

•    Lead the Pricing Strategy function at Optimizely, driving transformative success and shaping Optimizely's approach to commercializing products & services, with the utlimate goal of fortifying Optimizely's market leadership position and impacting key financial KPI's (NDR, ARR, multi-product cross-selling & adoption)
•    Instill a culture of excellence and achievement that consistently exceeds expectations, while promoting a "value-first" mindset across departments.
•    Orchestrate and execute strategic P&P initiatives, including driving alignment on pricing philosophy and developing a long-term vision.
•    Collaborate effectively with the Pricing & Packaging Operations team to deliver successful tactical P&P initiatives, utilizing supporting new product/feature launches, and deploying pricing mechanics (ie usage pricing) and geographically differentiated pricing strategies.
•    Collaborate closely with cross-functional departments, including GTM, Marketing, Product, and  Ops, to define pricing strategy & support execution. Foster a culture of collaboration to integrate the Pricing Strategy function into the product delivery and R&D processes, fueling innovation, and driving operational efficiencies throughout the organization.
•    Serve as a trusted strategic advisor to the Executive Leadership Team (ELT) and cross-functional teams, shaping pivotal commercial and P&P imperatives, driving aligned decisions and execution for the organization. Utilize available data (product utilization, commercial dashboards, etc) to empower stakeholders with real-time insights, facilitating data-driven decision-making and strategic alignment.
•    Conduct joint market research with Optimizely's PE investor (Insight Partners) and analyze to inform leadership regarding strategic decision-making.
•    Directly reports to the Chief Financial Officer (CFO), with a dotted line relationship to the Senior Vice President (SVP) of GTM team, ensuring alignment with strategic goals and initatives.

Knowledge and Experience

  • 5+ years of specific experience in SaaS/PaaS Product strategy or related functional expertise like monetization and/or pricing and packaging for a software company or consulting firm.
  • Leadership of product or related product area (pricing) at a high-growth SaaS company is preferable
  • Passion for data analysis and ability to distil into actionable insights
  • High level of attention to detail.                                                                                                                                                                                           
  • Experience in leading multi-stakeholder strategic projects from inception to completion
  • Proven ability to effectively collaborate and communicate across Product, Sales, Marketing, Customer Success, Operations, and Finance
  • Able to identify and develop solutions to complex problems from a strategic and operational perspective. 



Optimizely is committed to a diverse and inclusive workplace. Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.