POS-19221

HubSpot is scaling as an AI-first platform, fundamentally evolving how we deliver value through HubSpot Credits and usage-based pricing. As we accelerate this momentum, our Pricing Strategy team is at the heart of this business transformation, architecting the monetization models that will define our future.

This is a high-visibility role influencing C-suite decisions at the intersection of Product, GTM, and Corporate Strategy. We are looking for an analytically-driven leader to architect innovative monetization frameworks and value-capture strategies that align with our product evolution. This role offers a unique opportunity to lead one of the most important strategic shifts in HubSpot’s history on a team that serves as a premier talent engine for leadership across the company.

Prior expertise (or an evident deep interest) in software pricing is essential as we navigate the complexities of AI monetization and usage-based credit models. We are looking for a strategist who excels at synthesizing quantitative and qualitative insights into high-stakes decisions and possesses the urgency to turn data-backed recommendations into rapid, large-scale change.

In this role, you’ll get to:

• Lead pricing for our AI-first platform and the evolution of HubSpot Credits to support scalable, usage-based growth.
• Partner across Product, GTM, Finance, Engineering, and more, to take monetization concepts from research to global launch.
• Define long-term monetization roadmaps and lead the high-impact initiatives required to achieve that vision.
• Direct the end-to-end strategy for migrating customers from legacy to modern models, balancing business risk with a seamless customer experience.
• Design and run primary pricing research (e.g., Conjoint, Van Westendorp) to ensure all packaging initiatives solve for the customer.
• Use product usage, retention, and financial data to forecast the impact of pricing changes on the total business.
• Define global pricing guidelines and embed AI-driven tools into workflows to accelerate research and decision-making.

We are looking for people who have:

• 4+ years of strategic experience in Pricing Strategy, Monetization, or Management Consulting.
• Excellent verbal and written communication skills. The ability to communicate effectively with and influence the decisions of stakeholders from individual contributors up to executive leadership.
• Deep expertise in monetization, specifically usage-based or credit models, to navigate high-complexity strategic shifts.
• Proficiency in interpreting complex data sets such as usage, retention, and adoption to make high-stakes, timely decisions.
• A proven ability to lead cross-functional teams and gain buy-in from senior executives up to the C-suite.
• An ownership mentality and a strong drive to align teams around strict deadlines and lead the execution of large-scale transformation projects.
• The ability to drive clarity and maintain urgency in a fast-paced environment where information is often incomplete.
• A commitment to "solving for the customer" even when designing complex financial or model transitions.

Bonus points if you have:

• Experience in high-growth B2B SaaS or at an AI/Usage-Based pioneer company.
• Experience with quantitative and qualitative pricing research techniques e.g. conjoint, Van Westendorp, monadic pricing surveys, a/b testing of price points.
• Experience specifically in GTM strategy or Product within the tech sector.
• A track record of managing projects with stakeholders more senior than yourself.