Senior Product Marketing Manager, Pricing & Packaging

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

• Lead high-impact pricing and packaging initiatives across products, add-ons, bundles, and platform tiers.
• Develop pricing recommendations grounded in customer value, segmentation insight, competitive benchmarking, and financial modeling.
• Support pricing strategy for new product launches, expansions, and platform innovations-ensuring alignment between value delivered and price captured.
• Design and analyze pricing experiments (e.g., packaging variations, promotional tests, bundling strategies) to inform iteration and optimization.
• Conduct pricing research initiatives such as willingness-to-pay studies, conjoint analysis, and elasticity modeling.
• Partner with Revenue and Finance teams to evaluate discounting trends, customer impact groups, and retention implications of pricing updates.
• Collaborate with Product teams to embed monetization thinking into roadmap planning and feature development.
• Support rollout of pricing changes, including internal enablement, messaging alignment, and performance tracking.
• Partner closely with Platform and Customer Journey PMMs to ensure pricing reinforces broader positioning and lifecycle strategy.
• How You Will Do Your Work
• As Senior PMM, Pricing & Packaging, how results are achieved is paramount to your success and ultimately our success as an organization. In this role, your foundational knowledge, skills, abilities, and personal attributes are anchored in the following competencies:
• Strategic thinking: You connect individual pricing initiatives to broader company objectives and growth strategy.
• Customer-centric orientation: You ground recommendations in customer value and market insight-not just internal targets.
• Analytical rigor: You are fluent in financial modeling, scenario analysis, and experimentation frameworks, and can turn data into clear recommendations.
• Operational excellence: You drive structured execution across multiple workstreams and manage timelines effectively.
• Collaborative mindset: You build strong partnerships across Product, Finance, Sales, Revenue Effectiveness, and Marketing.
• Clear communication: You translate complex pricing analysis into compelling narratives and actionable decisions.
• Nimble learning: You embrace testing and iteration, continuously refining pricing approaches based on results.
• Results-driven: You focus on measurable impact, including revenue growth, margin performance, and customer retention.
• In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:
• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You're an active listener, treat people respectfully, and strongly desire to know and help others.
• Openness - Your default is to be open. You're willing

Requirements

• This role is ideal for a highly analytical PMM who thrives in ambiguity, enjoys solving complex monetization challenges, and is motivated by driving measurable revenue impact while strengthening customer trust.
• Your Success Profile

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