Director - Pricing Strategy in Tysons, Virginia at Cellebrite

Position Overview

Cellebrite is seeking aDirector of Pricing Strategy & Monetizationto lead a critical evolution in how we price, package, and monetize our portfolio across hardware, software, cloud, and AI powered offerings. This role isboth strategic and decisively hands-on. We are looking for a pricing leader who bringsstrong conviction, caninfluence senior stakeholders, and is willing todrive meaningful change especially when that change requires simplifying legacy structures, challenging existing norms, and improving how value is delivered to customers and sellers. You will own end to end monetization strategy while also being accountable for execution: modernizing pricing models, simplifying packaging, improving price realization, and helping Cellebrite transition more fully toward subscription, usage based, and AI driven commercial models.

This is ahigh visibility, high impact rolewith material influence on revenue performance, monetization architecture, and how Cellebrite brings innovation to market.

Within this role, success means:

• Pricing issimpler, clearer, and easierfor Sales and partners to sell
• Monetization models better reflectcustomer value, especially for cloud and AI capabilities
• Pricing decisions aredisciplined, scalable, and governed, not reactive or exception driven
• Stakeholders across Product, Finance, Sales, and Marketing view pricing as astrategic lever, not a bottleneck
• The pricing function is seen as aleader and catalyst for change, not just an operator of process

Key Responsibilities

Pricing & Monetization Strategy

• Own and evolve Cellebritesend to end monetization strategyacross all product lines, including platform, cloud, and AI led capabilities.
• Lead the transition toward modern SaaS commercial models, includingsubscription, term-based, usage-based, and hybrid approaches.
• Define and refine value metrics, willingness to pay insights, and pricing guardrails that guide product and commercial decisions.
• Develop and maintain aGood / Better / Bestarchitecture and modular packaging structures aligned to customer personas and value delivered.

Driving Change, Simplicity & Accountability

• Act as adriving force for changeby simplifying complex pricing and SKU structures including sunsetting legacy approaches when they no longer serve the business.
• Introducestructure, accountability, and convictioninto pricing decisions, even when alignment requires difficult conversations.
• Ensure pricing and packaging pass a clearsimplicity testfor sellers, partners, and customers.
• Shift the pricing function fromreactive execution to proactive leadership.

Operational Rigor, Governance & Execution

• Establish and run apricing governance modelwith clear decision rights, approval thresholds, and operating cadence.
• Partner closely with Finance, Sales Operations, and the Deal Desk to improvediscount discipline, deal health, and price realization.
• Reduce reliance on manual exceptions by creatingscalable, self service pricing systemsfor sellers.
• Build dashboards and KPIs to track pricing performance, includingprice realization, retention economics, GRR, NRR, and uplift.

Cross Functional Leadership & Influence

• Serve as theconnective tissue and point of convictionacross Product, Finance, Sales, Product Marketing, and Market Research.
• Shape packaging, value positioning, and monetization narratives in close partnership with Product Marketing.
• Influence senior leaders through clear thinking, strong data, and a willingness to take a point of view.
• Help align pricing decisions with Cellebrites broader portfolio strategy and long term growth goals.

AI, Analytics & Continuous Optimization

• Partner with data and product teams to introducegreater analytic rigor, scenario modeling, and predictive insights into pricing decisions.
• Identify and address areas ofvalue leakagecaused by legacy pricing, complexity, or process
• Bring forwardAI-enabled pricing and monetization opportunitiesas part of Cellebrites future looking commercial strategy.

Market Benchmarking & Thought Leadership

• Maintain a strong external perspective onB2B SaaS pricing and monetization trends, including competitive benchmarks and best practices.
• Pressure test pricing and packaging approaches using market data, customer insights, and external networks.
• Act as a thought partner to leadership on how pricing and monetization can evolve alongside product innovation.

• 10+ years of experience in B2B SaaS pricing, monetization, or portfolio strategy, with hands on experience in subscription and usage based models.
• Deep understanding of SaaS economics, value based pricing, packaging architecture, and price realization.
• Proven ability to simplify complex pricing environments and influence change in a matrixed organization.
• Demonstrated success leading through conviction, influence, and credibility, not just process ownership.
• Strong analytical, financial modeling, and problem solving skills.
• Clear, structured communicator comfortable engaging with senior leaders.
• Experience with multiproduct, multi-segment portfolios; public sector experience a plus.
• BS/BA required; MBA preferred.
• Must be U.S. based and able to work East Coast hours.