Pricing and Packaging Insights Lead

About the Job: LaunchDarkly is seeking a Pricing & Packaging Field Insights Lead to bring a practical, field-informed perspective to important pricing and packaging decisions. This role will work across Sales, Solutions Engineering, Customer Success, Deal Management, Finance, Product, and Marketing to understand how customers and field teams experience our current commercial model—and turn those insights into clear, evidence-based recommendations. The role is designed for a commercially minded operator who can engage directly with customer-facing teams, identify recurring friction and opportunity, evaluate options, and communicate a point of view to decision-makers. The successful candidate will help ensure that pricing and packaging decisions are not only analytically sound, but also understandable, sellable, and workable in real customer conversations. This is a role with a focused mandate: gather and synthesize field insights, assess pricing and packaging alternatives, and recommend decisions that improve clarity, customer value communication, and field execution. Project scope and working model - The role will have a defined project plan, regular stakeholder reviews, and agreed decision milestones. - The scope may evolve as field research surfaces new evidence, but the primary outcomes will remain field insight synthesis and pricing and packaging recommendations. - The role is an individual-contributor position and does not include direct people management. Responsibilities: - Gather and synthesize field insights - Design and lead the organization's structured approach to field research; interviews, listening sessions, deal review, establishing the methodology other teams adopt for surfacing pricing and packaging signal from the field. - Serve as the principal authority for distinguishing isolated anecdotes from repeatable, structural signal across account executives, sales leadership, solutions engineering, customer success, and deal desk; codify this judgment into frameworks others can apply. - Translate field feedback into strategic themes and hypotheses that shape long-term pricing and packaging direction, not just near-term decision inputs. - Set the standard for how field perspective is represented in pricing and packaging discussions, including the judgment calls on confidentiality and representativeness that less experienced contributors would escalate. - Evaluate options and recommend decisions - Exercise wide latitude in determining which pricing and packaging questions merit investigation, and in defining the approach, objectives and methods are largely self-determined, with accountability for outcomes that affect the function or company as a whole. - Serve as principal advisor and internal expert on the interaction between pricing/packaging models and field commercial behavior; erroneous judgment here carries company-wide, long-term consequences. - Develop decision materials that function as the authoritative reference for the problem space; evidence, options, tradeoffs, and risk, used directly by executive and senior leadership to commit to strategy. - Partner with Finance, Product, Revenue Operations, Deal Management, and executive leadership as a peer contributor to strategy, not just a validator of others' assumptions; shape how those functions think about pricing risk going forward. - Identify systemic risks: unintended incentives, inconsistent application, structural complexity before they surface in the field, and influence policy and future model design to prevent them proactively. - Determine when a pilot, test, or feedback loop is warranted as a matter of judgment and precedent-setting practice, not a recommendation escalated for approval. - Support decision readiness - Own the translation of approved decisions into field-wide implications, setting the narrative and framing that customer-facing teams and enablement functions build from. - Identify systemic gaps in guidance, tooling, training, or process; at the level of the operating model, not a single rollout that could limit adoption at scale. - Establish and maintain the organization's structured system of record for field evidence, decisions, and open questions, serving as the field-wide reference of record beyond any single engagement. - Deliver a final readout that functions as a durable, field-wide reference; findings, recommendations, decisions, and a forward-looking view of pricing and packaging strategy used to inform strategy well beyond the immediate engagement. - How success will be measured - Field research produces a clear, representative view of recurring pricing and packaging friction and opportunity. - Decision-makers have concise, evidence-based recommendations with transparent tradeoffs. - Recommendations reflect both customer value and the realities of field execution. - Key pricing and packaging decisions are easier for customer-facing teams to understand and apply. - The project leaves behind reusable insights, decision documentation, and practical next steps for ongoing ownership. Qualifications: - Experience in pricing and packaging, commercial strategy, revenue operations, sales strategy, deal desk, solutions engineering, customer success, or a closely related B2B SaaS function. - Direct experience working with customer-facing teams and interpreting feedback from live customer or deal contexts. - Demonstrated ability to structure ambiguous problems, synthesize qualitative and quantitative inputs, and form a clear recommendation. - Strong commercial judgment, including the ability to assess customer value, field behavior, business impact, and operational tradeoffs. - Excellent written and verbal communication skills, with the ability to present a point of view to both executive stakeholders and field practitioners. - Ability to operate independently in a fast-moving, cross-functional environment and deliver against a defined project mandate within 3–6 months. - Sound judgment when handling confidential customer, deal, pricing, and employee information. Pay: Target pay ranges based on Geographic Zones* for Level 6: - Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $191,800 - $263,670** - Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $172,600 - $237,270** - Zone 3: All other US locations - $163,000 - $224,070** LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location. *Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas. **Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. About LaunchDarkly: Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by: - Improving the velocity and stability of software releases, without the fear of end customer outages - Delivering targeted experiences by easily personalizing features to customer cohorts - Maximizing the business impact of every feature through the ability to experiment and optimize - Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types - Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at [email protected]. Do you need a disability accommodation? Fill out this accommodations request form and someone from our People Operations team will contact you for assistance. Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly.com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply. Please notify us of any fraudulent representation by sending an email to [email protected].