About Keyfactor
Our mission is to build a connected society, rooted in trust, with identity-first security for every machine and human. Keyfactor helps organizations move fast to establish digital trust at scale — and then maintain it. With decades of cybersecurity experience, Keyfactor is trusted by more than 1,500 companies across the globe. We are proud to continually earn recognition as a Best Place to Work, and we achieve that through our amazing people who cultivate our culture as we grow. We hope you will trust your future with Keyfactor!
Title: Pricing Strategy and Monetization Director
Location: United States; Remote, EST or CST
Experience: Senior-Director Level
Job Function: Business Transformation
Employment Type: Full Time
Industry: Computer and Network Security
About the position
The Director of Pricing Strategy and Monetization leads the development and execution of pricing as a core strategic capability. This role owns pricing strategy, governance, analytics, and execution across products, services, and customer segments. Partnering cross-functionally with Product, Finance, Sales, Marketing, and Customer Success, the Director ensures pricing and packaging drive profitable growth, competitive differentiation, and operational consistency. The role balances long-term strategy with nearterm impact, improving price realization, strengthening discount discipline, and building capabilities in elasticity and competitive benchmarking.
Applicants must be legally authorized to work in the United States.
Job Responsibilities
Pricing Strategy & Governance
• Establish a centralized pricing function with clear ownership, decision rights, and governance processes across product, sales, partners, revenue operations, finance, and marketing.
• Define and document pricing principles and review cadences for pricing and packaging changes. Ensure pricing is treated as a strategic lever at the executive level, not an ad‑hoc or reactive activity.
Pricing & Packaging Design
• Lead the evolution of pricing models and packaging structures aligned to customer segments and value delivered.
• Own value metric selection, ensuring metrics are simple, defensible, and aligned to customer outcomes.
• Partner with Product to influence roadmap prioritization using pricing and monetization insights.
Market & Customer Segmentation
• Define and refine customer segments and geographies to ensure pricing/packaging clarity by segment - building deep understanding of willingness‑to‑pay and value drivers per segment.
Margin, Cost & Discount Management
• Build foundational cost and margin visibility across products and services, including hosting, services, and support costs. Work closely with GTM leadership to ensure incentives match product profitability.
• Define target margins and floor pricing by segment and offering.
Competitive & Win‑Loss Intelligence
• Establish ongoing competitive pricing and packaging benchmarking, including feature‑to‑price comparisons.
• Partner with revenue operations and product marketing on structured win‑loss analysis to separate price issues from product or positioning gaps.
Analytics, Modeling & Systems
• Work with revenue operations to track core pricing KPIs and provide insights on trends: win rates, ASP, discount rates, margin by deal, renewal uplift, NDR, and price realization – by product.
• Build forecasting and scenario models to quantify the impact of pricing changes on ARR, margin, churn, and expansion.
• Drive a continuous feedback loop between product usage data, customer value realization, and pricing and packaging strategy in partnership with Product and Engineering
Go‑to‑Market Enablement & Change Management
• Lead pricing change communication, sales training, and value storytelling to reduce default discounting behaviors – partnering with product, product marketing and enablement teams.
• Guide design of customer transition workflows, grandfathering strategies, and renewal pricing motions to protect long‑term value.
Minimum Qualifications, Education, and Skills
• 8–12+ years in pricing strategy and monetization in a multi-product SaaS organization.
• Experience building or scaling a pricing function.
• Strong analytical and modeling skills.
• Strong familiarity with Salesforce
• Proven cross-functional leadership and influence skills.
• Comfortable operating at both strategic and execution levels
Travel Requirements
Up to 10% travel required. Primarily for quarterly cross-functional meetings.
Compensation
Salary will be commensurate with experience.
Culture, Career Opportunities and Benefits
We build teams that continually strive to get better than the day before. You will be challenged daily and given opportunities to grow personally and professionally. We balance autonomy and structure to create an entrepreneurial environment to spur creativity and new ideas.
Here are just some of the initiatives that make our culture special:
Our Core Values
Our core values are extremely important to how we run our business and what we look for in every team member:
Trust is paramount.
We deliver security software and solutions where trust and openness are of the highest importance for our customers. We are honest and a trusted partner in every aspect of business.
Customers are core.
We strategize, operate, and execute through a customer-centric view. We prioritize the security interests of our customers, and we act as if their data were our own.
Innovation never stops, it only accelerates.
The speed of change is accelerating. We are committed, through investment and focus, to stay ahead of the innovation curve.
We deliver with agility.
We thrive in high-paced and continually changing environments. We navigate through newly added variables, adjust accordingly, while driving towards our strategic goals.
United by respect.
Respect for all is what unites us. We promote diversity, inclusivity, equity, and acting with empathy and openness, both in our business and in our communities.
Teams make “it” happen.
Vision and goals are not individually achievable – they require teamwork. We pride ourselves in operating as a cohesive team, creating promoters and partners, and winning as one.
Keyfactor is a proud equal opportunity employer including but not limited to veterans and individuals with disabilities.
REASONABLE ACCOMMODATION: Applicants with disabilities may contact a member of Keyfactor’s People team via people@keyfactor.com and/or telephone at 1.216.785.2990 to request and arrange for accommodations at any time.