Head of Pricing and Packaging, PMM

About the role

At Justworks, you'll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We're helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We're data-driven and never stop iterating. If you'd like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we'd love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you'll fit right in.

Responsibilities

• Define and evolve Justworks' company-wide pricing and packaging strategy across products, add-ons, bundles, and platform tiers.
• Reinforce pricing principles and guardrails that guide decision-making across Product, Sales, and Finance.
• Design pricing and packaging strategies that support both sales-assisted and self-serve customer journeys, ensuring clarity, flexibility, and efficiency across acquisition and expansion motions.
• Own monetization outcomes tied to company revenue goals, including incremental ARR, expansion revenue, and margin performance.
• Partner with Product leadership to embed monetization strategy early in roadmap planning and solution design.
• Lead pricing strategy for new product launches, expansions, and platform innovations-ensuring alignment between value delivered and price captured.
• Develop and maintain packaging structures that balance simplicity, competitiveness, and expansion opportunity across our multi-solution platform.
• Partner with Revenue and Finance to define discounting strategy, governance, and exception frameworks that support efficient deal execution.
• Drive pricing research initiatives (e.g., willingness-to-pay/conjoint studies, elasticity modeling, competitive benchmarking).
• Build repeatable processes for pricing experimentation and iteration, incorporating data, qualitative insights, and cross-functional feedback loops.
• Collaborate closely with Heads of Customer Journeys and Platform PMM peers to ensure pricing and packaging reinforce our broader positioning and platform narrative across the customer lifecycle.
• How You Will Do Your Work
• As Head of Pricing & Packaging PMM , how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities, and personal attributes are anchored in the following competencies:
• Strategic mindset: You connect pricing architecture to long-term business objectives, understanding the tradeoffs between growth, margin, competitiveness, and simplicity.
• Customer-centric orientation: You anchor pricing decisions in customer value, segmentation insight, and real market behavior-not just internal targets.
• Analytical rigor: You are fluent in financial modeling, scenario planning, and experimentation frameworks, and can translate complex analysis into clear executive decisions.
• Operational leadership: You build structured pricing processes and governance models that reduce ambiguity and drive alignment across teams.
• Collaborative energy: You partner eff

Requirements

• This role is ideal for a strategic thinker who thrives in ambiguity, can balance customer empathy with financial rigor, and is excited to build durable monetization systems that scale with the business.
• Your Success Profile

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