Vice President, Pricing & Monetization

Cloudflare is looking for an experienced leader to lead the Pricing & Monetization function at Cloudflare. The VP of Pricing will lead the company's pricing strategy, manage our deal desk and oversee our monetization initiatives. The ideal candidate will possess deep knowledge of evolving SaaS pricing models, contract structures, and a strategic vision for pricing across multiple product lines in businesses over $1B in revenue. The Pricing team is at the center of how we build and get our products into the market. This is a great opportunity for a seasoned pricing leader to help us scale to the next level.
Responsibilities include:

1. Strategic Pricing and Monetization Leadership:
• Develop and maintain the pricing strategy that aligns with company objectives and adapts to market trends. Be able to innovate on packaging of products to enhance competitive positioning and revenue growth
• Operationalize pricing changes and market insights in an efficient manner
• Oversee the global deal desk and ensure operational excellence and market competitiveness
2. Team Leadership and Performance Management:
• Lead the pricing team; set clear priorities and objectives, ensure high-quality deliverables, and foster continuous professional development.
• Define and evaluate key performance indicators to track pricing performance and enable continuous improvements.
3. Cross-Functional Team Collaboration and Support:
• Partner closely with product managers, product marketing, sales, finance, IT and the executive team to guide monetization decisions
• Support strategic deal structuring and execution to drive significant sales initiatives.
4. Research, Analysis, and Benchmarking:
• Conduct market research, both qualitative and quantitative, to inform pricing adjustments and new monetization opportunities. Create and maintain benchmarks, leveraging institutional knowledge across the company in a centralized and scalable manner.
5. Governance and Risk Management:
• Oversee and enhance governance in pricing processes to manage risk effectively. Define and implement commercial policies, including segmentation, discount/promotions management, and strategic price agreements, ensuring compliance with relevant laws and regulations.

Requirements

• 10+ years of experience in strategy consulting, product management, or corporate strategy, including developing and implementing monetization and pricing strategies with significant experience working with SaaS business models
• Experience working with bundles and selling multiple product lines to many customer segments, globally
• Optimize pricing, packaging, and contracting strategies to enhance Cloudflare's growth, profitability, and competitive positioning
• High aptitude to learn quickly, provide critical thinking on new and unknown tasks, and work well under pressure with appropriate attention to detail
• Excellent leadership and communication skills, both written and verbal. Be a great boss to your team while also being a strong leader cross-functionally. You show up to business discussions with a point of view and can quickly iterate on any input