Director, Pricing Strategy & Monetization

🧾 Position Overview

Role: Director, Pricing Strategy & Monetization

Location: Waltham, MA (Hybrid)

Type: Full-time

Salary Range: $200,000 – $275,000 (Base) + potential bonus, equity, benefits

Reports to: SVP, Go-to-Market (GTM) Strategy

🎯 Core Responsibilities

• Own and evolve pricing & packaging strategy
• Develop how ZoomInfo monetizes new and existing products, bundles, phases go-to-market plans, and differentiates from competitors.
• Build and lead a deal desk function
• Establish pricing rigor, sales enablement tools, automated processes, and become a go-to resource for sales leadership.
• Drive pricing discipline & execution
• Use data insights and sales input to spot gaps in pricing execution and implement solutions (tools, processes, governance).
• Lead change management
• Roll out pricing changes and major strategic initiatives, ensuring cross-functional alignment and adoption.
• Take on high-impact GTM projects
• Beyond pricing, you’ll lead critical revenue-focused initiatives across product, sales, and operations.

📌 Ideal Candidate Profile

• 7+ years in pricing strategy, GTM strategy, sales ops, or management consulting (strategic/analytical focus).
• Experience with deal desk functions is a strong plus.
• Highly analytical: Able to interpret data and market signals to shape monetization decisions.
• Cross-functional collaborator: Proven success working across Sales, Product, Ops, and Leadership.
• Change agent: Comfortable managing change, influencing stakeholders, and leading strategic transformations.
• Consulting experience (e.g., Bain, McKinsey, BCG) is preferred but not required.

💡 Why This Role Stands Out

• Direct impact on revenue growth and product monetization at a leading B2B SaaS company
• Opportunity to build a foundational business function (deal desk) from the ground up
• Visibility and influence at the executive level
• Role sits at the intersection of strategy, analytics, sales enablement, and operations
• Compensation package reflects the senior, high-impact nature of the role