Vice President, Pricing & Packaging

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We are seeking a Vice President of Pricing & Packaging to lead the evolution of UKG’s monetization strategy and business models across a large-scale, global enterprise SaaS portfolio. This role is responsible for defining how UKG captures value across subscription, usage-based, hybrid, and outcome-oriented models, using pricing and packaging as primary levers to drive adoption, expansion, and sustainable growth.

This executive will play a critical role in modernizing legacy commercial models, accelerating AI adoption, and aligning monetization with how enterprise customers buy, deploy, and realize value at scale. The VP will partner closely with Product, Engineering, Finance, Sales, Marketing, and Customer Success to ensure monetization strategy is deeply embedded in product strategy, go-to-market execution, and the end-to-end customer lifecycle within a complex, global SaaS environment.

Responsibilities

Own the global pricing, packaging, and monetization strategy across UKG’s enterprise SaaS products, platforms, and AI-powered capabilities, ensuring scalability, consistency, and value capture across a broad customer base.

Lead business model evolution within a large-scale SaaS portfolio, transitioning legacy subscription models toward value-based, consumption-driven, and hybrid approaches aligned to enterprise buying behaviors and usage patterns.

Define and operationalize usage-based and AI monetization frameworks at scale, including value metrics, metering, entitlements, overage strategies, and outcome-oriented constructs, while ensuring cost recovery, margin protection, and operational feasibility.

Jointly own price realization across the customer lifecycle, ensuring list price, discounting strategy, deal execution, renewals, and expansions deliver intended revenue, margin, and value outcomes.

Serve as a key strategic advisor to EC-level leadership on monetization strategy, pricing transformation, and financial performance

Drive alignment between pricing strategy and in-market execution, partnering with Sales, Deal Desk, Finance, RevOps, and Customer Success to close gaps between designed pricing and realized pricing performance.

Partner with Product and Engineering to influence product design for monetization, ensuring value can be measured, packaged, and monetized consistently across complex product architectures.

Establish and track monetization and pricing performance metrics (e.g., adoption, usage, renewal, expansion, margin contribution) and apply data-driven insights to continuously optimize pricing and packaging across the customer lifecycle.

Design customer-centric pricing and packaging experiences that simplify buying, upgrading, and expansion for enterprise customers—particularly for AI and consumption-based offerings—while supporting global scale and repeatability.

Collaborate with Product Marketing, Sales, Finance, and Deal Desk to translate product value into scalable offers, bundles, and deal constructs that enable consistent execution across all go-to-market motions.

Define and own renewal pricing strategy across UKG’s enterprise SaaS portfolio, including uplift frameworks, repricing strategies, AI and consumption-based renewal motions, and governance for multi-year and complex enterprise renewals.

Partner with Customer Success, Sales, Finance, and RevOps to operationalize renewal pricing, ensuring consistency, value capture, customer retention, and expansion at renewal.

Embed pricing and renewal logic into billing systems, entitlement models, and renewal workflows, ensuring pricing strategy scales operationally across a large, global installed base.

Provide governance and strategic support for complex enterprise and strategic deals, balancing flexibility with consistency, value capture, and operational rigor.

Build and scale pricing and monetization analytics, experimentation, and optimization capabilities, leveraging usage, cost, and market data across a large installed base.

Ensure pricing and monetization strategies support global growth while maintaining appropriate governance, transparency, and compliance with commercial and regulatory requirements.

Build and lead a high-performing global pricing and packaging organization, serving as a trusted executive advisor in a highly matrixed, enterprise SaaS environment.

Qualifications

15+ years of experience in pricing, packaging, monetization, or commercial strategy within large-scale enterprise SaaS organizations.

Proven success leading pricing modernization and business model transformation initiatives across complex, multi-product SaaS portfolios.

Deep experience with consumption-based, hybrid, or AI-driven monetization models in environments with significant scale, complexity, and global reach.

Strong understanding of enterprise SaaS economics, including billing systems, revenue recognition, cost-to-serve dynamics, and margin management.

Demonstrated ability to balance customer experience, growth, and profitability in large, mature SaaS businesses.

Exceptional executive communication, influence, and stakeholder management skills across senior leadership teams.

Experience operating in global, matrixed organizations with complex product architectures and go-to-market motions.

Preferred Qualifications

Experience monetizing platform, ecosystem, or multi-product enterprise SaaS portfolios.

Background in finance, economics, product strategy, or data-driven commercial roles.

Familiarity with enterprise procurement, deal desk operations, and sales compensation impacts.

MBA Or Advanced Degree (preferred, Not Required)

UKG is the Workforce Operating Platform that puts workforce understanding to work. With the world's largest collection of workforce insights, and people-first AI, our ability to reveal unseen ways to build trust, amplify productivity, and empower talent, is unmatched. It's this expertise that equips our customers with the intelligence to solve any challenge in any industry — because great organizations know their workforce is their competitive edge. Learn more at ukg.com.

Equal Opportunity Employer

UKG is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, disability, religion, sex, age, national origin, veteran status, genetic information, and other legally protected categories. View The EEO Know Your Rights poster UKG participates in E-Verify. View the E-Verify posters here.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Disability Accommodation in the Application and Interview Process

For individuals with disabilities that need additional assistance at any point in the application and interview process, please email [email protected].

The pay range for this position is $262,400 to $377,250. The actual base pay offered may vary depending on skills, experience, job-related knowledge and work location. In addition to base pay, employees may be eligible to participate in a performance-based bonus plan and to receive restricted stock unit awards as part of total compensation. Learn more about UKG’s benefits and rewards at