Overview PagerDuty (NYSE:PD) is a leader in Digital Operations Management. PagerDuty helps organizations deliver a reliable digital experience by identifying issues in real time and coordinating teams to fix problems faster. We serve more than 13,000 organizations, including 60 of the Fortune 100, and are expanding our platform for Digital Operations Management using AI/ML and Automation. The Role Director of Pricing & Monetization to own the strategy and execution of how we package, price, and monetize our Operations Cloud platform. This role sits in the Product Development organization and reports to the VP of Product Strategy & Growth. This is a product-first role with a focus on customer empathy, structured experimentation, feature tiering, and measurable outcomes. You will connect Product, Sales, Finance, and Marketing to ensure pricing strategy translates into field execution and commercial results. You will own the full lifecycle from recommendation to implementation to operations and serve as the decision-maker on deal desk, discounting, and promotions in real time. What You’ll Own Product & Monetization Define and evolve PagerDuty's packaging architecture — tiers, feature placement, usage-based levers, and entitlement frameworks — in partnership with Product and Engineering Build and maintain a monetization review process so product teams integrate pricing strategy into roadmap decisions early Lead SKU design and experimentation: develop frameworks for creating, testing, and iterating on packaging changes quickly and safely Own the monetization platform roadmap — usage tracking, entitlement flexibility, SKU experimentation velocity — with Engineering and Revenue Systems Act as cross-functional decision-maker across product, design, and engineering for what we build and how we take products to market Provide pricing and packaging leadership to other product teams across the portfolio Go-to-Market Execution Operationalize pricing for the field: discount governance, approval workflows, customer-facing messaging, and enablement materials Lead packaging migration execution as we transition legacy customers to modern Operations Cloud plans, including cohort strategy, field playbooks, and customer communication Serve as a cross-functional decision-maker for GTM, Technology, and Revenue Operations teams Feedback, Analysis, and Planning Track and report on pricing initiative performance — win rates, discounting patterns, migration progress, ARR impact by segment Build or leverage financial modeling capabilities (in partnership with Finance) to evaluate pricing scenarios and segment-level impact Engage with customers to pressure-test pricing assumptions and surface friction points What You’ll Build This role inherits and grows an existing pricing and monetization foundation that includes: Billing & quoting infrastructure — systems supporting deal execution and revenue operations Pricing calculators and field tools — internal tools used by the field to size and quote deals Discount approval workflows — governance for deal-level pricing decisions SKU architecture — a portfolio of plans spanning legacy and modern Operations Cloud offerings Partner with executive leadership to align pricing strategy with ARR and growth targets The opportunity is to modernize this foundation so pricing decisions and actions happen faster and GTM teams have trusted tools. Youollowed North Star Youollowed North Star You will Lead And Grow An Existing Small Team Pricing Analyst — supports financial modeling and plan analysis Pricing Manager — focuses on SKU migrations and pricing execution Technical PM / Monetization Ops — scales infrastructure work Your job is to elevate this team from execution support to a strategic pricing function that product and sales teams actively seek out. Qualifications Basic Qualifications 10+ years in B2B SaaS in roles spanning product management, pricing strategy, and/or monetization Experience owning packaging architecture and feature tiering decisions Track record of running pricing experiments and measuring commercial impact Strong cross-functional credibility with Sales, Finance, Product, and Go-To-Market leadership Experience managing pricing change in the field with communication to stakeholders Ability to mentor and grow other pricing and product roles Preferred Qualifications Experience during transitions to usage-based or consumption pricing Familiarity with monetization infrastructure (entitlements, billing systems, SKU tooling) Familiarity with B2B SaaS deal structures, discount governance, and revenue recognition considerations Has led or contributed to pricing strategy at a company scaling toward $1B+ ARR What Success Looks Like 3 months Understanding of current SKU architecture, billing systems, and field pricing dynamics Relationships established with Sales Strategy, Deal Desk, Finance, and key Product leaders Monetization review process proposed for early pricing decisions in product roadmaps 6 months 1–2 packaging experiments launched and instrumented Pricing tools improved with measurable field confidence and usage Discount governance strengthened with clear ownership SKU creation process improved with faster turnaround 12 months Measurable ARR impact through improved win rates and SKU migrations Monetization infrastructure roadmap in flight Entitlement flexibility improved for faster pricing experiments Pricing function as a strategic partner across Product, Sales, and Finance Team demonstrates high agency and growing scope Base salary range: 156,000 - 236,500 CAD. This role may be eligible for bonus, commission, equity, and/or benefits. Salary ranges are determined by role, level, and location and may change. Your recruiter can share specifics during the hiring process. Location and Work Model This role is expected to come into our Toronto office 2 days a week. EEO and Additional Information PagerDuty is an equal opportunity employer. We do not discriminate on race, religion, color, national origin, gender, sexual orientation, age, marital status, parental status, veteran status, disability status. We may provide accommodations in the job application process upon request. PagerDuty uses the E-Verify employment verification program. #J-18808-Ljbffr