Principal Pricing Strategist

As a Principal Pricing Strategist supporting Blackbaud’s Product Organization, you will partner directly with Product P&L owners to design, test, and scale monetization for new innovative pricing models including AI enabled capabilities across our portfolio. You’ll own the pricing and packaging due diligence process for assigned product lines, guiding the evolution from adoption oriented approaches to sustainable, value aligned monetization as customer use cases and technology maturity progress. Your work will balance customer value, willingness to pay, and cost to serve with clear operational guardrails—ensuring price realization and healthy product margins while accelerating sustained customer adoption.

Our models span license based, usage based, outcome/performance based, and hybrid constructs commonly used in SaaS and AI monetization. We approach monetization as an iterative journey. Pricing models and packaging should evolve as adoption, capability complexity, and customer value realization increase. As such this role requires agile thinking, decision making and actionable execution plans as we continue to evolve our monetization strategy across products, services and transactional offerings.

What You’ll Do

• Act as the pricing lead for assigned product lines. Define and test new packaging and pricing strategies (e.g., direct add‑on fees, portfolio price uplifts, or hybrid constructs) and recommend when to prioritize adoption vs. direct monetization
• Partner with Product GMs/P&L owners to build a multi‑phase monetization roadmap that evolves with product and technology maturity—setting decision gates, KPIs, and guardrails for when to pivot from trial/adoption to scaled monetization.
• Design and model pricing constructs and run sensitivity scenarios that incorporate AI cost drivers (e.g., model/token costs, consumption mix analysis) to protect margins
• Instrument for value and cost. Define telemetry requirements (usage, feature adoption, outcomes) and entitlement controls (caps, metering) that enable scalable usage management to support hybrid pricing models
• Run pricing and packaging experiments. Lead concept testing, A/B pilots, and controlled rollouts; synthesize customer feedback to refine offers and price fences.
• Publish playbooks and artifacts. Create rate cards, SKU structures, discount guidelines, and upgrade pathways; train Product Management and GTM on the “how” and “why” behind strategic pricing decisions.
• Own price realization and margin outcomes. Monitor attach rates, price capture, usage vs. entitlement, and cost‑to‑serve; recommend continuous improvements to maximize value capture while maintaining customer trust.

Qualifications

• 7+ years in pricing strategy/product monetization for SaaS; 2+ years. Specific experience working on AI enabled products (GenAI/Copilot, assistants, agentic workflows) is a plus.
• 3+ years demonstrated results in development, test and launch of license based, usage based, outcome/performance based, and hybrid pricing models; ability to select and adapt constructs over time.
• Strong financial modeling (unit economics, cohort analyses, cost to serve, sensitivity testing).
• Experience partnering with Product GMs/P&L owners and influencing cross‑functional teams (Product, Finance, Legal, Sales Ops/Deal Desk) without formal authority.
• Familiarity with SaaS Order 2 Cash , entitlement/metering, CPQ, and data/telemetry instrumentation for pricing analytics.
• Exceptional communication skills—able to translate complex pricing tradeoffs into clear, customer centric narratives.

 

Core Competencies

• Strategic & Systems Thinking: Connect market dynamics, customer value, internal cost structures, and competitive alternatives into coherent monetization plans.
• Analytical Rigor: Build models, run scenarios, and separate signal from noise in telemetry and pilots.
• Experimentation Mindset: Test, learn, iterate—treat pricing as a product that improves continuously
• Operational Pragmatism: Design policies and workflows that scale in real systems (entitlements, approvals, SKUs).
• Influence & Collaboration: Earn trust with Product GMs and cross‑functional partners; steward governance while enabling speed.

 

Reporting & Structure

• Reports to: VP, Product Monetization & Pricing (close alignment with Product P&L owners).
• Role Type: Individual Contributor.
• Cross Functional Partners: Product Management, IT/Master Data, Finance, Legal, Sales Ops/Deal Desk, Data/Telemetry.

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Blackbaud powers social impact through purpose‑driven technology and responsible AI. Guided by our Intelligence for Good® vision, we’re building a culture where innovation, trust, and human expertise come together to help organizations make a greater difference in the world.

Blackbaud is proud to be an equal opportunity employer and is committed to maintaining a diverse and inclusive work environment. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, physical or mental disability, age, or veteran status or any other basis protected by federal, state, or local law.

The starting base pay is $101,900.00 to $132,800.00. Blackbaud may pay more or less based on employee qualifications, market value, Company finances, and other operational considerations.

Benefits Include:

• Medical, dental, and vision insurance

• Remote-flexible workforce

• Wellness Programs

• 401(k) program with employer match

• Flexible paid time off

• Generous Parental Leave

• Donations for Doers

• Pet insurance, legal and identity protection

• Tuition reimbursement program