Director, Product Monetization & Pricing

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of a way to get work done.

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world.

Fresh vision. Real impact. Come build it with us.

Job Description

Software is changing. AI, automation, and platform capabilities are transforming how customers buy and consume software, and traditional seat-based pricing is no longer enough. 

At Freshworks, we're rethinking how our products are packaged, priced, and monetized as our portfolio continues to evolve. We're looking for a senior individual contributor to help define that next chapter. 

This is a high-impact role where you'll partner closely with Product, Product Marketing, Finance, Sales, Revenue Operations, and Engineering to design modern monetization strategies, launch new commercial models, and help shape how customers experience value across the Freshworks portfolio. 

From early product discussions through market launch, you'll own pricing initiatives end-to-end while helping define the future commercial strategy for one of the fastest-evolving areas of our business. 

What You'll Do

Shape our monetization strategy

• Partner with Product leaders to define how new products and capabilities should be packaged, priced, and brought to market 
• Design pricing models across subscription, usage-based, consumption, credit, hybrid, and emerging commercial frameworks 
• Develop business cases and financial models that balance customer value, adoption, revenue growth, and long-term business economics 

Commercialize new products

• Work closely with Product Marketing to define feature packaging, product tiers, bundles, and commercial offers 
• Design pricing experiments, customer pilots, and willingness-to-pay research to validate new approaches before launch
• Help bring new pricing strategies from concept through commercialization

Enable go-to-market success

• Partner with Sales, Revenue Operations, and Deal Desk to operationalize pricing and ensure scalable execution
• Develop pricing policies, commercial guardrails, and sales enablement materials that help customer-facing teams confidently position value 
• Support strategic customer conversations involving enterprise agreements, usage-based pricing, and new commercial models 

Measure and optimize

• Monitor customer adoption, pricing performance, competitive trends, and monetization metrics 
• Recommend pricing and packaging changes based on customer behavior, product usage, and market dynamics
• Present recommendations and business cases to executive leadership

Qualifications

You'll likely have experience building pricing, packaging, or monetization strategies for SaaS, cloud, AI, or platform products. 

You'll enjoy solving questions like: 

• How should this product be monetized? 
• What belongs in each edition? 
• When does usage-based pricing create more customer value than seat-based pricing? 
• How do we evolve commercial models without creating unnecessary complexity? 

We're looking for someone who brings: 

• 8+ years of experience in pricing strategy, monetization, product strategy, management consulting, revenue strategy, or a related discipline within SaaS or technology
• Experience developing pricing and packaging strategies for software, cloud, platform, or AI products 
• Strong understanding of subscription, consumption, usage-based, hybrid, and outcome-based pricing models 
• Experience building financial models, pricing analyses, and business cases
• A track record of influencing cross-functional teams across Product, Finance, Sales, Marketing, and Engineering 
• Strong communication skills and the ability to present recommendations to senior leadership
• Experience working across globally distributed teams, with the ability to build strong partnerships across functions and time zones. This role collaborates closely with Product, Engineering, and Operations teams in India, so flexibility in working hours when needed is important 

Additional Information

This is a hybrid role with in-office expectations of 3 days/ week (Tuesday - Thursday) from our San Mateo, CA headquarters. 

The annual base salary range for this position is $207,400 - $256,200 USD. This role is also eligible for a target bonus.

Compensation is based on a variety of factors, including but not limited to location, experience, job-related skills, and level.

Freshworks offers multiple options for dental, medical, vision, disability and life insurances, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.