About the Role

As the Senior Manager, Pricing, you will own FreshBooks’ pricing strategy across subscription and add-on offerings including, but not limited to, payments and payroll. You will work cross-functionally with General Managers, Product, Finance, Revenue Operations, and Marketing teams, driving impact through influence of your peers and the senior leadership team. In this role, you will be responsible for developing pricing models, driving pricing experiments, ensuring price competitiveness, and optimizing monetization opportunities across customer segments. This is an individual contributor role with high visibility across the organization. It is a great role for anyone with long-term aspirations toward leadership roles in Product, Strategy, or General Management.

What You’ll Do

Pricing Strategy Development: Own FreshBooks’ global pricing strategy, analyzing market trends, customer behavior, and product data to develop models that enhance revenue growth and customer adoption.
Execution Leadership: Lead the execution of pricing strategies and initiatives from end-to-end, ensuring alignment across Product, Marketing, Revenue Operations, and Finance. This includes coordinating pricing rollouts, monitoring post-launch performance, and driving adjustments as needed.
Modeling and Analytics: Build and maintain pricing models to support new product and packaging initiatives. Perform sensitivity analyses and develop recommendations rooted in data, ensuring alignment with business goals.
Cross-Functional Collaboration: Work closely with Product and Finance to assess pricing implications of product roadmap decisions. Partner with Marketing to support price positioning and customer communication strategies.
Experimentation and Optimization: Lead pricing and packaging experiments across cohorts and regions. Use A/B tests and pilots to validate hypotheses and optimize willingness-to-pay and customer LTV.
Reporting and Insights: Track and communicate the impact of pricing decisions through dashboards and reports. Regularly present findings and strategic recommendations to senior leadership.
Competitive Intelligence: Maintain an in-depth understanding of pricing trends in the SMB software market and the SMB financial services market. Deliver insights that help FreshBooks remain competitive and differentiated.
Other duties may be assigned.

What You’ll Bring

7+ years of experience in Pricing, Strategy, Product, Finance, or a related analytical role within a SaaS environment.
Demonstrated experience in developing and managing pricing models, coupled with strong financial acumen.
Deep understanding of SaaS metrics, including ARPU, LTV, churn, CAC, and elasticity.
Proven ability to collaborate across functions and influence without authority; strong presentation and executive communication skills.
Experience with pricing experimentation and tools.
Strong analytical skills and proficiency in Excel / Google Sheets; familiarity with BI tools such as Looker is an asset.
A high degree of agency; bias for action and strong follow-through.

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