Manager, Pricing Strategy & Market Intelligence

Revenue Operations | Reports to VP, Revenue Operations | Remote / Flexible

About the Role

Black Duck Software is looking for a Manager of Pricing Strategy & Market Intelligence to own how we price, package, and position our products in the market. This is a high-impact individual contributor role embedded in Revenue Operations, reporting to the VP of Revenue Operations and working in close partnership with Product, Product Marketing, and Finance.

This role sits at the intersection of commercial strategy and market insight. You will own Black Duck's list pricing architecture, lead packaging decisions in collaboration with Product and Product Marketing and ensure that our pricing model is both margin-accretive and aligned with how customers actually want to buy. You will also serve as the company's primary source of competitive pricing intelligence and customer segmentation analysis — translating market signals into pricing and GTM recommendations that influence how we go to market.

This role works in close alignment with the Director of Sales Operations, particularly around deal desk. You will set the pricing architecture and policies that deal desk enforces at the transaction level — a clean handoff model that requires strong collaboration and clear boundaries of ownership.

The right candidate is analytically rigorous, commercially minded, and credible with senior stakeholders across Revenue, Product, and Finance. You are comfortable operating as an individual contributor while influencing decisions that affect the entire go-to-market organization.

What You'll Own

List Pricing Architecture & Governance

• Own and maintain Black Duck's list pricing across all product lines, ensuring prices are internally consistent, margin-positive, and defensible in the market
• Define and document pricing tiers, rate card structures, and discount floor policies that serve as the authoritative reference for Sales, Deal Desk, and Finance
• Drive annual and ad hoc pricing reviews, synthesizing inputs from Finance (margin targets), Sales (field feedback), and Market Intelligence (competitive positioning) into clear pricing recommendations
• Ensure pricing changes are communicated clearly and adopted consistently across the GTM organization, with appropriate lead time and enablement
• Establish pricing governance processes that prevent unauthorized discounting while giving Sales the flexibility needed to compete effectively

Packaging Strategy

• Partner with Product and Product Marketing to design and evolve packaging that maps to customer buying patterns, use case clusters, and willingness-to-pay signals
• Analyze how Black Duck's current packaging performs in the market — where it wins, where it creates friction, and where it leaves revenue on the table — and translate that into concrete packaging recommendations
• Evaluate alternative monetization models (e.g., per-developer seat, per-application, consumption-based, enterprise license) against customer preference data and competitive norms, and make data-driven recommendations on model structure
• Collaborate with Finance to model the margin and revenue implications of packaging changes before they are implemented

Competitive Pricing Intelligence

• Build and maintain a rigorous, ongoing view of how Black Duck's primary competitors — including Snyk, Veracode, Checkmarx, GitHub Advanced Security, and other emerging players — structure and position their pricing in the market
• Track competitor packaging changes, pricing model shifts, promotional activity, and market positioning through primary and secondary research, field intelligence, and available third-party sources
• Synthesize competitive pricing data into actionable guidance for Sales (how to position Black Duck's pricing in competitive deals) and for leadership (where our pricing model creates strategic risk or opportunity)
• Develop and maintain a competitive pricing database and regular cadence of intelligence outputs — ensuring Sales leadership and Product have a reliable, current view of the competitive landscape

Customer Segmentation & ICP Refinement

• Own Black Duck's customer segmentation framework, defining and maintaining the firmographic, technographic, and behavioral criteria that characterize our Ideal Customer Profile across segments
• Analyze how pricing sensitivity, deal size, sales cycle length, and product adoption vary across customer segments — and use those findings to inform territory design, quota setting, and GTM prioritization
• Identify patterns in how different customer cohorts (by industry, size, geography, or tech stack) price and budget for AppSec tooling, and translate those patterns into recommendations on how Black Duck prices and packages for each segment
• Partner with Marketing and Sales leadership to ensure ICP definitions are operationalized in Salesforce and reflected in lead scoring, outbound targeting, and account prioritization

Pricing vs. Customer Buying Model Analysis

• Conduct ongoing analysis of the gap between how Black Duck prices and how customers prefer to buy — identifying friction points in our commercial model that contribute to deal stalls, discount pressure, or competitive losses
• Survey field intelligence, closed/lost data, and renewal patterns to understand where our pricing model creates buyer friction and where it aligns with customer budget and procurement norms
• Benchmark Black Duck's pricing model structure against how comparable AppSec and DevSecOps vendors go to market, and develop recommendations for model evolution based on those findings
• Present findings to senior leadership with clear recommendations, supporting data, and an explicit view of trade-offs — not just analysis, but a point of view

Cross-Functional & Strategic Responsibilities

• Serve as the primary pricing and market intelligence resource for Sales leadership, providing deal-level guidance on pricing strategy for complex or strategic opportunities
• Partner with Finance to ensure list pricing supports target gross margin thresholds and that pricing model changes are modeled for revenue impact before implementation
• Contribute to annual planning processes by providing market-informed inputs on pricing assumptions, segment opportunity sizing, and competitive dynamics
• Build pricing and intelligence tools, templates, and dashboards that make your analysis accessible and actionable for Sales, Finance, and Product stakeholders
• Operate with a strong publication and communication cadence — your value is only realized if stakeholders can act on what you produce

What We're Looking For

Required Experience

• 3+ years of experience in pricing strategy, revenue strategy, product pricing, or a closely related function within enterprise SaaS or software
• Demonstrated ownership of list pricing — including rate card design, tier structure, and pricing governance — not just analysis in support of pricing decisions
• Experience developing competitive intelligence programs with a direct connection to commercial outcomes, not purely research or analyst functions
• Strong analytical skills with the ability to build pricing models, margin analyses, and segmentation frameworks from scratch in Excel or equivalent tools
• Proven ability to translate quantitative analysis and market research into clear, executive-ready recommendations with a defensible point of view
• Experience working cross-functionally with Product, Product Marketing, Finance, and Sales in a collaborative but structured model
• Comfort operating as a high-impact individual contributor — you are the function, not the manager of the function, and you take ownership accordingly

Preferred Qualifications

• Experience in cybersecurity, DevSecOps, or application security markets — or in a comparable technical B2B software environment with complex buyer dynamics
• Familiarity with software composition analysis, SAST, DAST, or related AppSec product categories and their competitive landscapes
• Experience working within a Revenue Operations or Finance-aligned structure, as distinct from a Sales-embedded or Product-embedded pricing role
• Exposure to monetization model design — evaluating and recommending between seat-based, consumption-based, application-based, or enterprise license structures
• Proficiency in Salesforce for data pulls and segmentation analysis; familiarity with BI tools (e.g., Tableau, Power BI) a plus

Leadership & Behavioral Profile

• Analytically rigorous with strong intellectual honesty — you distinguish between what the data shows and what you think, and you are transparent about both
• Commercially credible — you understand how enterprise software is sold, not just how it is priced, and that context shapes the quality of your recommendations
• Highly organized and self-directed; you build your own structure, manage your own deadlines, and produce consistent outputs without being managed toward them
• Effective communicator with the ability to present complex pricing and market analysis to senior audiences clearly and without unnecessary hedging
• Collaborative but opinionated — you work well with Product, Finance, and Sales while being willing to advocate for a position when the data supports it

About Black Duck Software

Black Duck Software is a leading cybersecurity company helping organizations identify, manage, and remediate open source vulnerabilities within their applications. Through advanced code scanning and software composition analysis, we enable development and security teams to ship software with confidence. Our customers span Global 2000 enterprises across financial services, technology, healthcare, and government sectors.