Pricing & Packaging Manager
Arctic Wolf
At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We’re proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights. Our Aurora Platform also received CRN’s Products of the Year award in the inaugural Security Operations Platform category. Join a company that’s not only leading, but also shaping, the future of security operations.
Our mission is simple: End Cyber Risk. We’re looking for a Pricing & Packaging Manager to be a part of making this happen.
About the Role
As a Pricing Manager on the Pricing & Packaging (P&P) team, you will play a pivotal role in shaping and executing pricing strategies that drive revenue growth, margin expansion, and operational simplicity. This role is ideal for a strategic thinker and collaborative leader who thrives in a fast-paced, cross-functional environment and is passionate about using pricing as a lever for business impact.
You will own the pricing lifecycle—from business case development to strategy execution and performance analysis—while embodying the P&P team’s values of trust, transparency, and bridge-building across the organization.
Responsibilities
Strategic Pricing Leadership
Lead the development of pricing strategies for new products and promotional initiatives, ensuring alignment with business objectives and market dynamics.
Simplify and streamline existing pricing structures (e.g., collapsing outdated price variability) to reduce friction and enhance scalability.
Serve as a strategic advisor to Product, Product Marketing, Finance, and Sales on pricing implications and opportunities.
Business Case & Promo Development
Shepherd the creation of business cases for new products and promotions, ensuring pricing is a core component of the value proposition.
Collaborate with cross-functional teams to gather market insights and customer input, size financial impacts, and set goals and quotas for approved projects.
Pricing Process Ownership
Own the end-to-end pricing process, including drafting price proposals, managing approval workflows, and maintaining pricing documentation.
Lead updates to the Aha! product board for all pricing initiatives, ensuring visibility and alignment across teams.
Prepare pricing readouts for Quarterly Business Reviews (QBRs) and executive briefings.
Analytics & Optimization
Analyze pricing performance, diagnose root causes of pricing outcomes, and recommend actionable next steps.
Analyze discounting behavior dynamics, diagnose the need for list price changes based on discounting results.
Develop and maintain pricing intelligence datasets, dashboards, and KPIs to monitor pricing effectiveness and margin impact.
Drive continuous improvement through data-driven insights and peer benchmarking.
Who You Are
The Pricing and Packaging team is known for its ability to build bridges across departments and influence outcomes through trust and transparency. Success in this role requires someone who excels at:
Listening as much as communicating.
Representing the interests of all stakeholders.
Asking thoughtful questions to understand existing processes and business requirements before proposing changes.
Helping others understand the “why” behind pricing decisions.
Using data to generate insights.
We commit to:
Remaining impartial and using our voice to express informed opinions.
Engaging in open debate, then fully committing to agreed-upon decisions.
Keeping discussions transparent and inclusive.
Practicing empathy as others learn and adapt.
Minimum Qualifications
Bachelor’s degree in Business, Economics, Marketing, or related field.
5+ years of experience in pricing, preferably in B2B SaaS or technology.
Proven success in developing and executing pricing strategies.
Strong analytical skills and experience with pricing analytics and pricing tools.
Excellent cross-functional collaboration and communication skills.
Excellent Excel skills; strong financial analytics and acumen.
Familiarity with Salesforce.com reporting.
Preferred Qualifications
MBA or background in Accounting/Finance.
Experience with usage-based pricing models and software product launches.
Familiarity with Aha!, Salesforce, and pricing governance frameworks.
About Arctic Wolf
At Arctic Wolf, we foster a collaborative and inclusive work environment that thrives on diversity of thought, background, and culture. This is reflected in our multiple awards, including Top Workplace USA (2021-2024), Best Places to Work – USA (2021-2024), Great Place to Work – Canada (2021-2024), Great Place to Work – UK (2024), and Kununu Top Company – Germany (2024). Our commitment to bold growth and shaping the future of security operations is matched by our dedication to customer satisfaction, with over 7,000 customers worldwide and more than 2,000 channel partners globally. As we continue to expand globally and enhance our technology, Arctic Wolf remains the most trusted name in the industry.
Our Values
Arctic Wolf recognizes that success comes from delighting our customers, so we work together to ensure that happens every day. We believe in diversity and inclusion, and truly value the unique qualities and unique perspectives all employees bring to the organization. And we appreciate that—by protecting people’s and organizations’ sensitive data and seeking to end cyber risk— we get to work in an industry that is fundamental to the greater good.
We celebrate unique perspectives by creating a platform for all voices to be heard through our Pack Unity program. We encourage all employees to join or create a new alliance. See more about our Pack Unity here.
We also believe and practice corporate responsibility, and have recently joined the Pledge 1% Movement, ensuring that we continue to give back to our community. We know that through our mission to End Cyber Risk we will continue to engage and give back to our communities.
All wolves receive compelling compensation and benefits packages, including:
Equity for all employees
Flexible time off and paid volunteer days
RRSP and 401k match
Training and career development programs
Comprehensive private benefits plan including medical, mental health, dental, disability, life and AD&D, and value-added services
Robust Employee Assistance Program (EAP) with mental health services
Fertility support and paid parental leave
Arctic Wolf is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, provincial, or local law. Arctic Wolf is committed to fostering a welcoming, accessible, respectful, and inclusive environment ensuring equal access and participation for people with disabilities. As such, we strive to make our entire employee experience as accessible as possible and provide accommodations as required for candidates and employees with disabilities and/or other specific needs where possible. Please let us know if you require any accommodations by emailing recruiting@arcticwolf.com.
Security Requirements
Conducts duties and responsibilities in accordance with AWN’s Information Security policies, standards, processes and controls to protect the confidentiality, integrity and availability of AWN business information (in accordance with our employee handbook and corporate policies).
Background checks are required for this position.
This position may require access to information protected under U.S. export control laws and regulations, including the Export Administration Regulations (“EAR”). Please note that, if applicable, an offer for employment will be conditioned on authorization to receive software or technology controlled under these U.S. export control laws and regulations.
