Director, Pricing & Monetization

• Enterprise pricing and packaging strategy. Define the principles, roadmaps, and decision frameworks that guide how Sprinklr packages, prices, sells, and expands its portfolio across Social, Marketing, Insights, Service, Platform, and AI.
• Offer and portfolio architecture. Create clear package structures, including good-better-best tiers, platform entitlements, add-ons, bundles, buyer-aligned offers, and logical land-expand-unify upgrade paths.
• Monetization model design. Develop and pressure-test seat, usage, consumption, credit, outcome, and hybrid pricing models; identify the price metric that best aligns customer value, willingness to pay, cost-to-serve, and operational feasibility.
• Commercial and financial modeling. Build business cases, scenario models, back-tests, migration economics, discount architecture, and sensitivity analyses that quantify ARR, margin, adoption, retention, cannibalization, and revenue-risk implications.
• Cross-functional pricing decisions. Lead working sessions and executive decision forums; surface trade-offs, recommend a clear path, and drive alignment from concept through approval and launch.
• Pricing operations and governance. Establish repeatable intake, prioritization, approval, documentation, and lifecycle processes for new offers, SKU creation, migrations, exceptions, deprecations, and pricebook changes.
• Launch and field readiness. Translate strategy into executable artifacts such as pricebooks, packaging maps, SKU definitions, quoting rules, migration guidance, FAQs, enablement materials, and seller-facing value narratives.
• Performance management. Define KPIs and learning agendas for new pricing and packaging, monitor adoption and commercial outcomes, and recommend revisions based on evidence from customers, deals, usage, win/loss patterns, and financial results.
• Market and customer intelligence. Incorporate competitive benchmarks, customer research, buyer personas, willingness-to-pay signals, and product usage into recommendations while distinguishing durable market evidence from one-off deal requests.
• Multi-year monetization roadmap. Establish a sequenced roadmap across product suites, customer segments, geographies, and channels, balancing transformational priorities with launch commitments, field needs, and operational capacity.
• Experimentation and optimization. Create a disciplined learning agenda for pricing and offer tests, defining hypotheses, guardrails, success metrics, and decision rules that turn market and customer evidence into continuous improvement.

• Bring an independent, evidence-based point of view and recommend decisions rather than only facilitating stakeholder input.
• Balance strategic coherence with practical speed, distinguishing decisions that require precision from those best advanced through testing and iteration.
• Build credibility across technical, product, finance, and go-to-market audiences by making complex economics and trade-offs easy to understand.
• Operate end to end: frame the problem, gather evidence, model alternatives, secure decisions, translate them into systems and field assets, and measure results.
• Create durable mechanisms, reusable frameworks, and clear documentation so pricing decisions scale beyond a single project or individual.

• 12+ years of progressive experience in B2B technology, enterprise SaaS, pricing, monetization, product strategy, product operations, management consulting, corporate strategy, or a related field, including significant leadership of enterprise pricing and packaging across a complex portfolio.
• Demonstrated experience designing and launching complex B2B offers across multiple products, buyer groups, deployment models, or geographies.
• Expertise in pricing architecture, packaging design, value metrics, segmentation, willingness-to-pay research, competitive benchmarking, discounting, and migration strategy.
• Strong financial and analytical capability, including scenario modeling, unit economics, margin analysis, price-volume-mix thinking, and customer-level back-testing.
• Experience with recurring-revenue business models: seat-based, usage-based, consumption, credits, outcome-based, transaction, or hybrid pricing.
• Ability to influence senior Product, Finance, Sales, and executive stakeholders through structured thinking, clear recommendations, and executive-ready communication.
• Proven record of turning strategy into operational execution across pricebooks, SKUs, quoting workflows, billing requirements, enablement, and performance reporting.
• Advanced proficiency with Excel or equivalent modeling tools and comfort working with CRM, CPQ, billing, product-usage, and business-intelligence data.
• Bachelor's degree or equivalent practical experience.
• Demonstrated experience leading a pricing, monetization, commercial strategy, or related team and developing high-performing analytical and strategic talent.
• Experience presenting material pricing, portfolio, or business-model recommendations to C-suite leaders; board exposure is strongly preferred.
• Proven ability to establish enterprise governance, prioritize a portfolio of competing monetization initiatives, and drive adoption across a global matrixed organization.

• Experience in enterprise SaaS, customer experience management, contact center, marketing technology, social media management, analytics, or AI software.
• Experience monetizing AI, automation, data, API, platform, or agentic capabilities using credits, consumption, outcomes, or blended commercial models.
• Familiarity with Salesforce and enterprise CPQ/pricebook processes, product telemetry, revenue-recognition considerations, and usage-based billing operations.
• Experience partnering with external pricing advisors or applying methodologies such as conjoint analysis, Van Westendorp, Gabor-Granger, value-driver segmentation, and price-volume sensitivity analysis.
• MBA or advanced degree in business, economics, finance, analytics, or a related field.

: Sprinklr was founded in 2009 to solve a big problem: growing enterprise complexity that separated brands from their customers. Our vision was clear: to unify fragmented teams, tools and data - helping large organizations build deeper, more meaningful connections with the people they serve. Today, Sprinklr has a unified, AI-native platform for four product suites: Sprinklr Service, Sprinklr Social, Sprinklr Marketing, and Sprinklr Insights. Sprinklr is here to do three things:

• Lead a new category of enterprise software that we call Unified-CXM.

• Empower companies to deliver next generation, unified engagement journeys that reimagine the customer experience.

• Create a culture of customer obsession, with trust, teamwork, and accountability.