Head of Pricing and Packaging, PMM

Who We Are At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people. We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you. We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team. Our Values If this sounds like you, you’ll fit right in. Who You Are The mission of Justworks’ Product Marketing team is to define, articulate, and differentiate our value proposition to the right audiences—positioning our products for growth, adoption, and long-term success. As we continue evolving into a multi-solution platform, how we price and package our offerings is foundational to customer trust, perception, and long-term differentiation. We are seeking a strategic and analytically rigorous Head of Pricing & Packaging, PMM to lead Justworks’ multi-year Pricing & Packaging (P&P) strategy and cross-functional program execution. This leader will oversee a small team of Product Marketing Managers and work cross-functionally with peers in Corporate Strategy, Finance, Marketing, Technology, and Revenue teams to lead Pricing & Packaging as a growth program across the business. This role will report directly to the VP of Product Marketing. Pricing & Packaging is a critical growth lever at Justworks. This role will define the frameworks, principles, and operating models that govern how we monetize our solutions across ideal customer profiles, channels, and sales motions. You will work at the intersection of Product, Finance, Revenue, and Marketing to ensure our pricing strategy reflects customer value, supports scalable growth, and reinforces our platform narrative. This role is ideal for a strategic thinker who thrives in ambiguity, can balance customer empathy with financial rigor, and is excited to build durable monetization systems that scale with the business. Your Success Profile What You Will Work On Define and evolve Justworks’ company-wide pricing and packaging strategy across products, add-ons, bundles, and platform tiers. Reinforce pricing principles and guardrails that guide decision-making across Product, Sales, and Finance. Design pricing and packaging strategies that support both sales-assisted and self-serve customer journeys, ensuring clarity, flexibility, and efficiency across acquisition and expansion motions. Own monetization outcomes tied to company revenue goals, including incremental ARR, expansion revenue, and margin performance. Partner with Product leadership to embed monetization strategy early in roadmap planning and solution design. Lead pricing strategy for new product launches, expansions, and platform innovations—ensuring alignment between value delivered and price captured. Develop and maintain packaging structures that balance simplicity, competitiveness, and expansion opportunity across our multi-solution platform. Partner with Revenue and Finance to define discounting strategy, governance, and exception frameworks that support efficient deal execution. Drive pricing research initiatives (e.g., willingness-to-pay/conjoint studies, elasticity modeling, competitive benchmarking). Build repeatable processes for pricing experimentation and iteration, incorporating data, qualitative insights, and cross-functional feedback loops. Collaborate closely with Heads of Customer Journeys and Platform PMM peers to ensure pricing and packaging reinforce our broader positioning and platform narrative across the customer lifecycle. How You Will Do Your Work As Head of Pricing & Packaging PMM, how results are achieved is paramount for your success and ultimately result in our success as an organization. In this role, your foundational knowledge, skills, abilities, and personal attributes are anchored in the following competencies: Strategic mindset: You connect pricing architecture to long-term business objectives, understanding the tradeoffs between growth, margin, competitiveness, and simplicity. Customer-centric orientation: You anchor pricing decisions in customer value, segmentation insight, and real market behavior—not just internal targets. Analytical rigor: You are fluent in financial modeling, scenario planning, and experimentation frameworks, and can translate complex analysis into clear executive decisions. Operational leadership: You build structured pricing processes and governance models that reduce ambiguity and drive alignment across teams. Collaborative energy: You partner effectively with Product, Finance, Sales, Revenue Effectiveness, and Marketing to align incentives and drive execution. Executive influence: You communicate pricing strategy clearly and confidently, translating complex tradeoffs into clear decisions and influence at the C-suite level. Nimble learning: You test, learn, and iterate—treating pricing as a dynamic lever rather than a static artifact. Results-driven: You deliver measurable revenue impact while strengthening long-term customer trust. In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for: Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and have a strong desire to know and help others. Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others. Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude. Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.” Qualifications Minimum of 8 years of experience in pricing, monetization strategy, product marketing, strategy consulting, finance, or revenue strategy, operating at a Senior Manager level or above in a SaaS or technology company. Demonstrated experience leading company-level pricing transformations or monetization programs. Experience supporting multi-product or platform businesses, ideally within B2B, fintech, HR tech, payroll, compliance, or benefits environments. Proven track record of driving incremental revenue through pricing updates, packaging optimization, and experimentation. Deep understanding of sales-assisted and growth-led motions, and how pricing enables both. Strong analytical background with comfort assessing retention impact, customer sentiment, and revenue tradeoffs. Exceptional cross-functional leadership skills, including executive stakeholder management. Experience leading structured experimentation programs tied to business OKRs. The base wage range for this position based in our New York City Office is targeted at $175,500.00 - $210,600.00 per year. #LI-Hybrid #LI-SP1 Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location. For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. Diversity At Justworks Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers. We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we're here to ensure an inclusive experience. Our DEIB Report