Senior Pricing Strategy Manager

San Ramon, CA, United States

Dialpad is the leading Ai-Powered Customer Intelligence Platform that is transforming how the world works together. Based on 4 billion minutes of analyzed voice and meetings data and growing, we have designed one, beautiful workspace that seamlessly combines the most advanced Ai Contact Center, Ai Sales, Ai Voice, and Ai Meetings with Ai Messaging. More than 30,000 innovative brands and millions of people use Dialpad to unlock productivity, collaboration, and customer satisfaction with real-time Ai insights. With initial funding and leadership from Google and leading venture capitalists such as ICONIQ and Andreessen Horowitz, Dialpad has over $200M in ARR and is one of the fastest growing Ai companies in the world.

About the team

Dialpad’s Product Management team plays an essential role in the organization with a fast growing disruptive product. This team collaborates closely with all major stakeholders in the company, including Sales, Marketing, Design, Architects, Engineers, Support to constantly improve the quality and disruptive innovation of our products.

About the role

As a Senior Pricing Strategy Manager, you’ll play a crucial role in defining and operationalizing the pricing and commercial go-to-market strategy for Dialpad’s entire portfolio of products. Additionally, you will collaborate cross-functionally with Product, Sales, Marketing and Finance to drive alignment around our strategies, and own the ongoing refinement and optimization of those strategies to support short and long-term business objectives. As an individual contributor, you will work with teams across the organization to troubleshoot pricing inconsistencies and identify opportunities for operational improvement.

What You'll Do

Lead development of pricing and packaging strategies, incorporating willingness to pay, product strategy, competitive differentiation and financial analysis to ensure our pricing models maximize customer value and optimize revenue

Drive alignment and lead the operationalization of your strategies across Product, Sales, Marketing and Finance

Analyze sales, customer, product and financial data to identify opportunities, design and test those hypotheses, and foster a culture of fact-based decision making.

Partner with Product to understand product strategy and roadmap, supporting the product requirements process with market research and pricing and packaging considerations

Partner with Sales to understand sales motion, customer feedback, and value-based buying decisions to reduce friction in the sales process

Monitor and measure pricing strategies to evaluate growth, uncover friction, and refine strategies over time, identifying opportunities to improve current processes and infrastructure

Create and manage systems and processes that enable analytics of list, discounting, and “street” pricing trends, including the expected mix of direct and channel (sell-with and sell-through) sales.

Determine pricing in the company’s sell currencies, including policy for how these international prices are adjusted for local market dynamics and foreign exchange fluctuations.

Study potential price elasticity, including cross-price elasticity within the company’s product portfolio and vs. the company’s competitors.

Perform periodic deep analysis of competitive pricing and determine how to best optimize the company’s pricing programs to maximize street price and gross margin for Dialpad.

Develop strategies and agreement constructs that help us address customers’ unique requirements and win agreements at the right price and at scale.

Work with various cross-functional teams to assess, define, optimize and scale pricing opportunities for existing and new markets

Skills you'll bring

10+ years of experience as a pricing leader at a cloud software company or top-tier consulting firm with a focus on pricing engagements.

Experience at a fast-growth, emerging cloud software company where you were responsible for creating and maintaining pricing optimization programs

Deep understanding of pricing governance, sales negotiation and monetization strategies

Experience at a large, public cloud software company.

An entrepreneurial mindset to guide best-in-class pricing practices across the company.

A proactive influencer who can seek out new opportunities, drive projects, navigate ambiguity and develop creative solutions with minimal guidance

Ability to collaborate and influence across different teams in the organization

Bachelor of Science, Bachelor of Administration, or equivalent. Advanced degree (e.g. MBA) a plus, but not required

Dialpad benefits and perks

Culture

We’ve been named a Top Workplace seven times, and a big part of this is because of our collaborative culture that elevates our teammates, celebrates wins, and brings together passion and talent.

Compensation and equity

Teamwork makes the dream work, and Dialpad offers competitive salaries in addition to stock options because each and every Dialer participates in our success.

Continuing education

Dialpad offers a yearly stipend for continued learning and education expenses.

For exceptional talent based in California the target base salary range for this position is posted below. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the target range for new hire salaries for the position. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits.

California Salary Range

$120,900 — $205,500 USD

Diversity, Equity, and Inclusion (DEI) at Dialpad

At Dialpad, we are passionate about Doing the Right Thing. This means we are committed to building a values-driven culture that celebrates identity, inclusion and belonging. As a global company, it’s our responsibility to come together to create a culture where all Dialers can Work Beautifully , Delight Our Users, and Innovate Continuously to bring our world-class product to life.

Every Voice Matters at Dialpad. We build community through our Employee Resource Groups, company-wide celebrations, service days, and a robust internal learning & development program focused on the success of our Dialers.

Don’t meet every single requirement? Studies have shown that women and marginalized groups are less likely to apply to jobs unless they meet every single qualification. At Dialpad we are dedicated to building an inclusive and authentic workplace, so if you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles.

Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.

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