Manager, Pricing & Packaging

US - MA - Boston


US - MA - Boston, US - TX - Austin


Accounting & Finance, Business Support

Rapid7 (Nasdaq: RPD) is advancing security with visibility, analytics, and automation delivered through our Insight cloud. Our solutions simplify the complex, allowing security teams to work more effectively with IT and development to reduce vulnerabilities, monitor for malicious behavior, investigate and shut down attacks, and automate routine tasks. Over 9,300 customers rely on Rapid7 technology, services, and research to improve security outcomes and securely advance their organization. For more information, visit our website, check out our blog, or follow us on LinkedIn.

The Opportunity

Rapid7 is looking for a Pricing Manager who will work shoulder-to-shoulder with the Director, Pricing & Packaging to propose, create and manage global pricing and packaging to accelerate our go-to-customer business models, provide clear value to our customers, and deliver growth and profitability to Rapid7.  As a member of our Commercialization Team, you will be a critical partner to Rapid7 Practices, Sales, Finance and other cross functional teams. Leveraging deep knowledge in pricing research, testing and strategy, and working cross functionally to thoroughly understand our customers, competitors, market, and business economics, the Pricing Manager will evaluate existing & establish new product and service pricing, price mechanics, pricing methodology and standards.This is an individual contributor role with the opportunity to scale impact to a team over time.

In this role you will:

  • Work collaboratively with our Product Marketing, Practice GTC Leads, Sales and Marketing teams to understand customer needs, buying patterns and how Rapid7's product and services can maximize share of customer wallet

  • Recommend and facilitate approvals for new product and service pricing, discounting, upsell & cross-sell, and platform offerings

  • Regularly review existing price structures and levels to identify opportunities to deliver more value for Rapid7 and customers, such as increasing market share, facilitating customer adoption, or better capturing market value

  • Identify and propose new packaging & price promotions to increase adoption and success for specific market segments, geographies or other opportunities

  • Work as a business partner with our FP&A, commercialization Infrastructure and pricing/revenue team, helping them to identify and implement improvements in analytical techniques and data infrastructure to improve the quality of pricing decisions

  • Conduct customer and partner interviews to gain insight; research industry-relevant business models

  • Present pricing proposals to executive staff; manage price proposal and approval processes, working collaboratively with Finance and Operations to analyze and execute pricing changes

  • Ensure that price changes are communicated effectively both internally and externally to customers, partners and any other key constituents, working collaboratively with product marketing and sales

  • Conduct research to test pricing hypotheses, support proposed changes, and identify opportunities, as outlined above

  • Analyze, understand and communicate, internally, the impact of price changes to existing customers

  • Measure the impact of price changes, and communicate results internally, including comparisons to expectations and goals

  • Work collaboratively with our Product Marketing, Sales and Marketing teams to develop online pricing strategies and implementation

In return you will bring:

  • 2 - 4 years minimum experience in pricing and packaging strategy and analysis for SaaS B2B subscription products

  • Background in SaaS-style products and technology services, with 2 to 4 years of experience with B2B pricing research, experimentation and testing

  • Advanced excel skills and expertise with BI tools like DOMO & Tableau (knowledge of Querying languages like SQL a plus)

  • Exceptional analytical and problem-solving skills, coupled with strong attention to detail

  • Basic knowledge of Financial Statements & SaaS metrics (ARR, CAC, LTV, Payback, or similar)

  • High degree of emotional intelligence, ability to facilitate change and collaborate effectively with stakeholders across the organization

  • Excellent communication skills with the ability to communicate complex ideas and analysis, simply and visually

  • Proven ability to operate effectively in a fast-paced, entrepreneurial company in which cross-functional teamwork and initiative is a must

  • Experience in top-tier strategy consulting, private equity, investment banking or similar firm a plus

  • Bachelors in Business Administration, Finance, Economics, Computer Science or related fields. MBA preferred