VP, Pricing & Packaging

Delinea secures human, machine, and AI identities, eliminating standing privilege and reducing the attack surface across on-premises and cloud. As the platform expands into Non-Human Identity governance, AI agent identity, StrongDM, and consumption-based licensing, we are hiring a dedicated leader to own how we package value and price capability across the whole portfolio. This is a horizontal L-1 role, peer to the General Managers of Workforce, Workload and AI, reporting to the Chief Product Officer.

What You Will Own

• 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.

What We Are Looking For

• 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.

Strongly preferred

• 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.

Why Now

Pricing at Delinea has been carried by people doing it well alongside a full portfolio, and the surface area keeps growing. The opportunity is to make monetization a professional discipline, with a decision forum that already works. If you want to own monetization end-to-end rather than manage an approval queue, this role is built for it.