À propos de ce poste Head of Pricing chez Sonarsource
Who is Sonar?
Founded in Geneva and now headquartered in Austin, Texas, Sonar has a global team working across offices and hubs, including Silicon Valley, London, Bochum, Barcelona, Singapore, Tokyo, and the Washington, D.C. area. At Sonar, we’re enabling enterprises to build agentic software factories that can move quickly while maintaining the control, consistency and evidence required to ship with confidence.
Position description
The Head of Pricing will be responsible for the design, execution, and optimization of a cohesive monetization strategy that accelerates revenue growth, improves unit economics, and enhances customer value across B2B, B2C, Partners, and Product-Led Growth (PLG) channels.
What you will do
Strategic Monetization & Packaging
Multi-Motion Strategy: Develop pricing frameworks that support Enterprise B2B (value-based), B2C (elasticity-based), Partnership, and PLG (usage-based or tiered) motions.
Packaging Design: Define feature gatekeeping and bundle structures to drive upsell and expansion paths. Work with PMs early to reinforce product delivery and packaging under the north star of “what problems are customers willing to pay us to solve for them”.
PLG Optimization: Design "frictionless" self-serve pricing and conversion triggers that turn free users into paying customers. Includes traditional B2C SaaS, and Community Build of an on-premise product.
Market & Competitive Intelligence
Value Research: Conduct quantitative and qualitative research to understand customer "willingness to pay."
Competitor Mapping: Maintain a real-time pulse on competitor pricing, discounting trends, and packaging shifts to ensure market leadership
Sales Enablement & B2B Deal Desk
Discounting Frameworks: Establish guardrails and approval workflows for the Sales team to protect margins while maintaining deal velocity. Partnership guardrails and discounting should be downstream of the internal Sales team.
Collateral Support: Partner with Marketing to create clear, transparent pricing pages and sales calculators that communicate ROI.
Data Analytics & Experimentation
Price Testing: Lead A/B tests on price points, trial lengths, and promotional offers, specifically for B2C and self-serve segments.
Performance Tracking: Monitor key metrics including Net Revenue Retention (NRR), LTV/CAC ratios, and price realization rates.
Continuous collaboration and change management
Formalizing structure and communications around pricing change rollout (internal, partners, working with Sales enablement on end customer communications).
Alignment and collaboration with Finance and account teams for our consumption-based products.
Experience and qualifications
We value diversity, equity, and inclusion
At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures. We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.
If you need any accommodation, please reach out to us at [email protected].
All offers of employment at Sonar are contingent upon the results of a comprehensive background check and reference verification conducted before the start date.
Applications that are submitted through agencies or third party recruiters will not be considered.
