Director, Pricing & Packaging

Responsibilities

• Partner with product leadership to develop and define our strategy for our products and customer segments
• Drive pricing and packaging programs/SPIFFs to accelerate revenue growth, optimize market positioning, and mitigate business risks across product lines.
• Own end-to-end delivery of programs-from concept through testing to launch-while effectively collaborating with cross-functional stakeholders and fostering organizational consensus.
• Lead advanced qualitative and quantitative research to validate strategic hypotheses, assess customer willingness to pay, and refine product positioning for maximum impact.
• Analyze buyer motivations and market dynamics to inform iterative pricing strategies that strengthen Tanium's competitive advantage.
• Deep understanding of deal strategy and execution
• Establish and champion pricing frameworks and governance models to ensure consistency, areas for optimization and scalability across the entire product portfolio.
• Collaborate with Finance, Legal, and executive stakeholders to implement pricing and packaging strategies aligned with best practices and corporate objectives.
• We're looking for someone with:
• Proven expertise in SaaS pricing strategy within IT Operations, Security, and Risk/Compliance domains is essential.
• Minimum 7+ years experience, including leadership in pricing and monetization strategy.
• Strong finance and data analytics foundation; MBA preferred.
• Demonstrated success in developing and executing monetization strategies for Enterprise SaaS or Infrastructure companies.
• Advanced analytical skills; proficiency in Excel, Domo, Big Query, and other business intelligence tools.
• Customer-centric mindset, with the ability to translate insights into strategic solutions that drive business outcomes.
• Exceptional communication, storytelling, and influence skills to align diverse stakeholders and guide decision-making at scale.
• Strong communication and presentation skills to influence senior executives and cross-functional teams
• Highly self-directed and motivated to deliver measurable impact on organizational growth.
• Strong business planning acumen and a data-driven approach to strategic decision-making.
• Ability to navigate ambiguity, prioritize effectively, and remove barriers to accelerate execution.
• About Tanium
• Tanium is the Autonomous IT company. Driven by AI and real-time endpoint intelligence, Tanium Autonomous IT empowers IT and security teams to make their organizations unstoppable.
• On a mission. Together.
• Our commitment to excellence and innovation has earned us a place on the Forbes Cloud 100 list for ten consecutive years, and we continue to be recognized worldwide as a great place to work.
• Each of our team members has 5 days set aside as volunteer time off (VTO) to contribute to the communities they live in and give back to the causes they care about most.
• What you'll get
• In addition to an annual base salary, team members will receive equit

Additional Information

The Basics: We're seeking a motivated individual to lead Packaging & Pricing in the Finance & Operations function at Tanium. You are a strategic problem solver, thrive at building monetization strategies for SaaS IT Operations, Security and Risk products, and enjoy a fast-paced & high-growth environment. Your role will be pivotal in driving the pricing and packaging strategy and delivering long-term growth for our products. This position follows the Company's hybrid schedule which currently requires employees to work in the office at one of the following locations a minimum of three days per week: Addison, TX; Bellevue, WA; Durham, NC; Emeryville, CA; or Reston, VA.

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