VP Pricing & Packaging

• Price and packaging architecture across the portfolio: tiering, licensing metrics, add-on structure, bundling.

• Proposal quality into our monthly Price Committee: the analysis, the financial model, the recommendation, and the action register through to closure.

• Discount governance, including band policy and the guardrails behind it.

• Monetization for new categories: NHI governance, AI agent identity, StrongDM, consumption-based licensing.

• Commercial readiness at launch, so packaging and pricing ship with the product.

• The single source of truth for pricing, packaging and quoting guidance, partnering with Product Marketing on seller enablement.

• Price realization, attach rate and competitive position, informed by competitor pricing, market benchmarks and win/loss data.

• 12+ years across pricing strategy, monetization, product management or product marketing, including 5+ years owning pricing as a named function.

• A track record of building a monetization function where none existed: cadence, governance, documentation, analytical bench.

• Experience preparing and defending recommendations to a formal pricing committee or equivalent decision body.

• Demonstrated design of tiered packaging for enterprise software, and strong financial modeling (pricing impact, ARR and expansion, discount optimization).

• Credibility with executive peers, holding a position on pricing under pressure without direct authority over sales or finance.

• Cybersecurity or identity security (PAM, IAM, SIEM, endpoint); exposure to NHI, machine identity or secrets management.

• Consumption-, usage-, or outcome-based pricing models alongside seat-based subscription.

• Working knowledge of CPQ (Salesforce CPQ, Apttus); pricing through M&A integration or a major commercial model transition. MBA a plus.

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie. We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays. Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed. Â Â Â Â

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