Senior Director, Pricing & Strategy



Sales & Business Development
Remote · United States
Posted on Thursday, September 1, 2022


Customers have changed. They’re looking for new ways to engage with businesses. Consumers today have a new set of expectations. They want outcomes, not ownership. Customization, not generalization. Constant improvement, not planned obsolescence.

In the old world (let’s call it the Product Economy) it was all about things. Acquiring new customers, shipping commodities, billing for one-time transactions. But in today’s new era, it’s all about relationships. More and more customers are becoming subscribers because subscription experiences built around services meet consumers’ needs better than the static offerings or a single product.

Our vision is “The World Subscribed” where one day every company will be a part of the Subscription Economy® (a phrase coined by our CEO, Tien Tzuo and author of the best selling book Subscribed).


Lead, Inspire, and deliver Zuora’s pricing function, including cross functional alignment, pricing and package strategy, product portfolio management , profitable growth and governance.

THE OPPORTUNITY (AKA: Why you want this role over any other out there)

The Senior Director of Pricing Strategy will be responsible for the overall pricing strategy for Zuora’s portfolio of new and existing products and packages. This includes defining the strategies for monetization, pricing and customer adoption. Other activities include developing models and tools to aid sales in setting pricing for products and services. Analyze market price trends to ensure product prices are set competitively

Who are you? You are part of the finance team who will partner closely with Product Management, Product marketing, Sales, Revenue accounting and others to analyze product requirements, develop pricing proposals, set policies, implement best practices, define playbooks and ensure pricing compliance. The role will require someone who has a SAAS background or experience working with the industry.

You will have a high level of executive visibility and significant responsibility, being the subject-matter expert for pricing for all Zuora products and packages.


  • You will build a comprehensive pricing and packaging strategy and pricing model which ensures ease of implementation and market/field adoption
  • You will clearly define our product portfolio and align with sales on our commercial strategy
  • You will have a clear focus on profitable growth
  • You will build processes that will scale with the growth of the company
  • You will help build the most efficient pricing groups of SaaS Companies


  • Minimum of 10 years of experience in pricing analysis, or similar analytical roles
  • Good understanding of SaaS pricing & licensing practices required
  • Experience with a global technology firm or working with similar in a consulting or investment banking capacity.
  • Outstanding analytical and problem-solving skills
  • Proficiency in influencing and negotiation across different groups
  • Superb written and verbal communication skills
  • Highly flexible and adaptive, able to multi-thread across a number of simultaneous projects
  • Team player - able to work cross-functionally
  • MBA is preferred


Zuora (NYSE: ZUO) Zuora provides the leading cloud-based subscription management platform that functions as a system of record for subscription businesses across all industries. Powering the Subscription Economy®, the Zuora platform was architected specifically for dynamic, recurring subscription business models and acts as an intelligent subscription management hub that automates and orchestrates the entire subscription order-to-revenue process seamlessly across billing and revenue recognition. Zuora serves more than 1,000 companies around the world, including Box, Ford, Penske Media Corporation, Schneider Electric, Siemens, Xplornet, and Zoom.

At Zuora, we have one CEO but ​every employee is empowered and supported to be the ‘ZEO’ of their own career experience. By embedding inclusion and belonging into our processes, policies and culture, we are building a workplace where our 1,200+ ZEOs across North America, Europe, and APAC can bring all the elements of who they are into their work. In addition to an industry-leading six-month, 100% paid parental leave for all our ZEOs, we also offer programs to support your mental health and give back to our communities along with “career cash” and plenty of learning and development opportunities.

To learn more visit

Zuora is proud to be an Equal Employment Opportunity employer.

Think, be and do you! At Zuora, different perspectives, experiences and contributions matter. Everyone counts. Zuora is proud to be an Equal Opportunity Employer committed to creating an inclusive environment for all.

Zuora does not discriminate on the basis of, and considers individuals seeking employment with Zuora without regards to, race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics.

We encourage candidates from all backgrounds to apply. Applicants in need of special assistance or accommodation during the interview process or in accessing our website may contact us by sending an email to assistance(at)