- Location
- McLean, VA, US
- Workplace
- Hybrid, Onsite
- Department
- IT
- Seniority
- Lead
- Experience
- 5+ years
- Education
- Bachelor
- Closing date
- Today
- Source
- iCIMS
Description
Overview
Market Product Pricing Lead
Onsite | McLean, VA
US Citizenship is required
Summary
As a Product Pricing and Monetization Strategist, you will help define and deliver pricing, packaging, and monetization strategies for Market Product portfolios. In this role, you’ll partner with product, engineering, sales, delivery, finance, contracts, operations, and market leaders to translate technical capabilities and product ideas into clear, scalable offerings that customers can understand, buy, and expand over time. You’ll help determine what the customer is buying, including the product’s core unit, pricing metric, packaging structure, tiers, bundles, add-ons, and expansion paths. You’ll evaluate whether an offering is best positioned as a standalone product, accelerator, service component, or enhancement to an existing solution, while distinguishing standard product support from separately priced professional services and custom work.In this role, you’ll balance customer value, cost to provide, competitive positioning, operational feasibility, procurement realities, and margin objectives. You’ll use market insight, customer feedback, competitive information, and commercial performance to support pricing decisions and refine offerings over time.
What You’ll Work On
- Define pricing, packaging, and monetization strategies for Market Products.
- Translate technical capabilities and product ideas into clear, commercially viable offers.
- Establish product core units, pricing metrics, included capabilities, dependencies, and limitations.
- Develop product tiers, bundles, add-ons, support levels, and customer expansion paths.
- Evaluate fixed, recurring, usage-based, capacity-based, outcome-based, and hybrid pricing models.
- Determine whether offerings should be standalone products, accelerators, add-ons, services, or components of broader solutions.
- Assess customer segments, use cases, willingness to pay, and differences in value realization.
- Build pricing, cost, financial, scenario, and business-case models.
- Partner with product, engineering, sales, delivery, finance, contracts, and operations teams to validate offer design.
- Support product launches, go-to-market planning, sales enablement, and leadership recommendations.
Requirements
- 5+ years of experience in product pricing, monetization, product management, pricing strategy, financial analysis, or business strategy
- Experience developing pricing and packaging strategies for software, cloud services, technology-enabled solutions, systems, or complex offerings
- Experience defining product structures, pricing units, tiers, bundles, add-ons, or expansion paths
- Experience translating technical capabilities, customer needs, and delivery considerations into commercial recommendations
- Experience building pricing, cost, financial, scenario, or business-case models
- Experience balancing customer value, cost to provide, competition, operational complexity, procurement requirements, and margin objectives
- Experience working with product, engineering, sales, delivery, finance, contracts, or cross-functional stakeholders
- Ability to communicate recommendations clearly to technical, business, and executive audiences
- Bachelor’s degree
Preferred Requirements
Experience with product commercialization, offer architecture, monetization strategy, or go-to-market planning
Experience with value-based, subscription, usage-based, capacity-based, outcome-based, or hybrid pricing models
Experience developing product tiers, modular packaging, bundles, support levels, or customer expansion paths
Experience distinguishing standard product support from professional services, custom work, implementation, or integration
Experience with customer segmentation, willingness-to-pay analysis, competitive intelligence, or market research
Experience supporting U.S. government, defense, national security, or regulated-market offerings Experience with cybersecurity, artificial intelligence, data, cloud, analytics, or technology products
Experience with Salesforce, CPQ, ERP, product catalog, billing, usage-tracking, or pricing systems
Possession of excellent problem-solving, analytical, written, verbal, and executive presentation skills
Education/Certification Requirements
- Bachelor's degree
Clearance Requirements
- Applicants selected will be subject to a security investigation and may need to meet eligibility requirements for access to classified information; US Citizenship is required