Director, Pricing & Packaging

Serving the People Who Serve the People

Granicus is driven by the excitement of building, implementing, and maintaining technology that is transforming the Govtech industry by bringing governments and its constituents together. We are on a mission to support our customers with meeting the needs of their communities and implementing our technology in ways that are equitable and inclusive. Granicus has consistently appeared on the GovTech 100 list over the past 5 years and has been recognized as the best companies to work on BuiltIn.

Over the last 25 years, we have served 5,500 federal, state, and local government agencies and more than 300 million citizen subscribers power an unmatched Subscriber Network that use our digital solutions to make the world a better place. With comprehensive cloud-based solutions for communications, government website design, meeting and agenda management software, records management, and digital services, Granicus empowers stronger relationships between government and residents across the U.S., U.K., Australia, New Zealand, and Canada. By simplifying interactions with residents, while disseminating critical information, Granicus brings governments closer to the people they serve-driving meaningful change for communities around the globe.

Want to know more? See more of what we do here.

Granicus is looking for a high-impact pricing and packaging leader who can drive step-change improvements in monetization, responsible for owning and evolving pricing, packaging, and monetization models across the Granicus product portfolio. This role operates at the intersection of Product, Sales, and Finance, with direct exposure to executive leadership and the opportunity to shape how Granicus monetizes its products, particularly as we expand into AI-driven offerings. The candidate will be expected to combine data, market insight, and strong judgment to make high-conviction pricing decisions in ambiguous environments; implement enhancements and changes; and measure impact and effectiveness. You will engage with executives across the company and have measurable impact on ARR, expansion, and margins. Reporting directly to the Head of Corporate Strategy and Transformation, you will serve as a trusted strategic advisor to the executive leadership team and cross-functional stakeholders. This position will have strong dotted line responsibilities to the CRO, CPO, and CFO.

Pricing & Packaging Strategy: Drive pricing and packaging strategy, including value metric definitions, packaging architecture, and pricing model evolution, with a focus on driving land-and-expand dynamics and long-term customer value growth.

• AI Monetization: Play a key role in shaping and executing Granicus' AI monetization strategy, balancing value capture with cost-to-serve, for Granicus' high-growth GXA products.

• End-to-End Pricing Leadership: Lead pricing changes end-to-end, including pricing migrations, SKU redesign, and change management across sales, operations, product, and customer success.

• Value Metrics & Monetization Models: Identify and define the right value metrics and monetization approaches, such as seat-based, usage-based, and outcome-based models, especially as products evolve toward AI-driven capabilities.

• Executive Communication: Deliver crisp communication of recommended solutions to senior leaders and provide regular executive updates.

• Stakeholder Coordination: Drive implementation of recommendations, coordinating stakeholders across operations, sales, renewals, finance, marketing, and product.

• Product & Finance Partnership: Partner with Product and Finance to align pricing with product roadmap, cost-to-serve, and long-term unit economics.

• Pricing Committee Leadership: Spearhead Granicus' Pricing Committee processes, ensuring strategic alignment and efficiency.

• Pricing Operationalization: Ensure pricing is operationalized effectively, including sales enablement, discounting frameworks, and CPQ alignment, so that pricing sticks in market.

• Market Intelligence: Act as the company's internal expert on modern SaaS and AI monetization trends, bringing forward innovative approaches to pricing and packaging.

7+ years of experience across pricing, product marketing, strategy, or related roles.

• Experience owning major components of a pricing transformation.

• Proven ability to lead cross-functional projects and drive change in a matrixed environment.

• Robust analytical and quantitative skills, as well as attention to detail.

• Strong balance of analytical rigor and decisive judgment; able to make decisions without perfect data.

• Demonstrated success in a high-pressure, dynamic, fast-paced environment.

• Strong understanding of SaaS business models and go-to-market.

• Executive presence, relationship building, and strong decision-making skills.

• Ability to build financial models, pricing analyses, and business cases to support decision-making.

• Advanced Excel/modeling skills and strong storytelling ability.

Preferred Qualifications:

• Experience with AI or consumption-based monetization models in a SaaS environment.

• Familiarity with CPQ tools and pricing operations systems.

• Experience in govtech, public sector, or mission-driven technology organizations.

• MBA or equivalent advanced degree in finance, strategy, or a related field.

Security Requirement:

Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.

Don't have all the skills/experience mentioned above? At Granicus, we are trying to build diverse, inclusive teams. We do not have degree requirements for most of our roles. If you don't meet every requirement above but are excited to learn more, we encourage you to apply. We might just be able to find another role that could be a perfect fit!

Security and Privacy Requirements

• Responsible for Granicus information security by appropriately preserving the Confidentiality, Integrity, and Availability (CIA) of Granicus information assets in accordance with the company's information security program.
• Responsible for ensuring the data privacy of our employees and customers, their data, as well as taking all required privacy training in a timely manner, in accordance with company policies.

The Team

• We are a remote-first company with a globally distributed workforce across the United States, Canada, United Kingdom, India, Armenia, Australia, and New Zealand.

The Culture

• At Granicus, we are building a transparent, inclusive, and safe space for everyone who wants to be
  a part of our journey.
• A few culture highlights include - Employee Resource Groups to encourage diverse voices
• Coffee with Mark sessions - Our employees get to interact with our CEO on very important and
  sometimes difficult issues ranging from mental health to work-life balance and current affairs.
• Microsoft Teams communities focused on wellness, art, furbabies, family, parenting, and more.
• We bring in special guests from time to time to discuss issues that impact our employee
  population
  
  

The Impact

• We are proud to serve dynamic organizations around the globe that use our digital solutions to make the world a better place - quite literally. We have so many powerful success stories that illustrate how our solutions are impacting the world. See more of our impact here.

Flexibility & Balance

• Flexible Time Off - Take the time you need to rest, recharge, and live your life.
  
• Company-Wide Wellbeing Days - Paid days off to unplug and focus on your mental health.
  
• Work From Home Reimbursement - Support a productive home office environment.

• Multiple Health Plan Options - Including a 100% employer-paid plan.
  
• Employer HSA Contributions - When enrolled in a High-Deductible Health Plan.
  
• Fitness Reimbursement Program - Stay active, your way.
  
• On-Demand Mental Health Support - Access to Headspace and other wellness tools.

• Paid Parental Leave - For both birthing and non-birthing parents.
  
• Traditional & Roth 401(k) - With a generous company match.
  
• Life & AD&D Insurance - 100% employer-paid coverage for peace of mind.

• Online Learning Platforms - Fuel your professional development.
  
• Competitive Salary & Bonuses - Your contributions are valued and rewarded.