Pricing Strategic Lead

About Glean: Glean is the Work AI platform that helps everyone work smarter with AI. What began as the industry’s most advanced enterprise search has evolved into a full-scale Work AI ecosystem, powering intelligent Search, an AI Assistant, and scalable AI agents on one secure, open platform. With over 100 enterprise SaaS connectors, flexible LLM choice, and robust APIs, Glean gives organizations the infrastructure to govern, scale, and customize AI across their entire business - without vendor lock-in or costly implementation cycles. At its core, Glean is redefining how enterprises find, use, and act on knowledge. Its Enterprise Graph and Personal Knowledge Graph map the relationships between people, content, and activity, delivering deeply personalized, context-aware responses for every employee. This foundation powers Glean’s agentic capabilities - AI agents that automate real work across teams by accessing the industry’s broadest range of data: enterprise and world, structured and unstructured, historical and real-time. The result: measurable business impact through faster onboarding, hours of productivity gained each week, and smarter, safer decisions at every level. Recognized by Fast Company as one of the World’s Most Innovative Companies (Top 10, 2025), by CNBC’s Disruptor 50, Bloomberg’s AI Startups to Watch (2026), Forbes AI 50, and Gartner’s Tech Innovators in Agentic AI, Glean continues to accelerate its global impact. With customers across 50+ industries and 1,000+ employees in more than 25 countries, we’re helping the world’s largest organizations make every employee AI-fluent, and turning the superintelligent enterprise from concept into reality. If you’re excited to shape how the world works, you’ll help build systems used daily across Microsoft Teams, Zoom, ServiceNow, Zendesk, GitHub, and many more - deeply embedded where people get things done. You’ll ship agentic capabilities on an open, extensible stack, with the craft and care required for enterprise trust, as we bring Work AI to every employee, in every company. About the Role: As Pricing Strategic Lead, you will own the quantitative backbone of how Glean prices and packages its products. You’ll build the models, scenarios, and frameworks that determine how new features get priced so they land competitively in the market while protecting Glean’s unit economics. This role partners directly with individual feature teams across Product and Engineering to ensure that every feature ships with a defensible pricing structure: one that customers can adopt, sales can sell, and finance can forecast. You’ll sit on the Pricing & Packaging team and work hand-in-hand with the Pricing & Packaging Owner, Finance/FP&A, Billing, Deal Desk, PMM, and feature PMs. You’ll be the person who turns ambiguous monetization questions into clear, defensible numbers. You will: Model feature-level pricing and usage by building bottom-up models of expected usage, cost-to-serve, and revenue impact for new and existing features. Stress-test seat, credit, and consumption-based pricing structures to inform monetization decisions. Partner with feature teams on go-to-market pricing by embedding with PMs and engineering leads on individual feature launches. Translate roadmap intent into recommended pricing structures backed by clear quantitative analysis. Run competitive and willingness-to-pay analysis to benchmark Glean’s pricing against category-specific competitors. Turn market findings into pricing levers Glean can use to remain competitive while preserving margin. Quantify deal-level and portfolio-level impact by modeling how proposed pricing changes affect ACV, NRR, gross margin, and consumption. About you: 3+ years of experience in pricing, strategic finance, FP&A, monetization, business operations, or product analytics in a SaaS, cloud, or AI-driven company. Experience pricing AI, LLM, infrastructure, API, or other usage-based software products. Strong analytical and financial modeling skills, with comfort building bottoms-up usage models, scenario analyses, and business cases in spreadsheets. Strong comfort with data, including working with product, billing, and usage data to evaluate trends, test assumptions, and quantify business impact. Familiarity with consumption-based or hybrid pricing models, including the tradeoffs between transparency, competitiveness, adoption, and margin. Ability to work cross-functionally with product managers, engineers, finance partners, and GTM stakeholders and drive clarity in ambiguous problem spaces. Strong written and verbal communication skills, with the ability to distill complex analysis into crisp recommendations and decision-ready materials. High ownership and operating rigor, with the ability to manage multiple workstreams and move quickly as product plans evolve. Nice to have: Experience with SQL, BI tools, or usage analytics dashboards. Nice to have: Experience supporting product launches, packaging changes, or monetization strategy in a fast-scaling B2B SaaS environment. Nice to have: Familiarity with unit economics concepts such as gross margin, cost attribution, pass-through costs, and usage forecasting. Location: This role is hybrid (4 days a week in our Mountain View office) Compensation & Benefits: The standard base salary range for this position is $198,000-$253,000 annually. Compensation offered will be determined by factors such as location, level, job-related knowledge, skills, and experience. Certain roles may be eligible for variable compensation, equity, and benefits. We offer a comprehensive benefits package including competitive compensation, Medical, Vision, and Dental coverage, generous time-off policy, and the opportunity to contribute to your 401k plan to support your long-term goals. When you join, you'll receive a home office improvement stipend, as well as an annual education and wellness stipends to support your growth and wellbeing. We foster a vibrant company culture through regular events, and provide healthy lunches daily to keep you fueled and focused. We are a diverse bunch of people and we want to continue to attract and retain a diverse range of people into our organization. We're committed to an inclusive and diverse company. We do not discriminate based on gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. #LI-HYBRID AI-First Mindset at Glean: At Glean, AI fluency is core to how we work and we're committed to ensuring every new hire feels confident integrating AI into their everyday work. As part of the interview process, you'll complete a brief AI-focused exercise or discussion so we can understand how you think about, design, and use AI to drive impact in your role. Feel free to reference any tools, platforms, or workflows you use today — prior Glean experience isn't required. Global Data Privacy Notice for Job Candidates and Applicants: Depending on your location, the General Data Protection Regulation (GDPR), California Consumer Privacy Act (CCPA), or other privacy laws may regulate the way we manage the data of job applicants. Our full notice outlining how data will be processed as part of the application procedure for applicable locations is available in our Privacy Policy. By submitting your application, you are agreeing to our use and processing of your data as required. US applicants and their applications are subject to arbitration of disputes as outlined in our Applicant Arbitration Agreement. By clicking “Submit Application,” I confirm that I have read the Global Data Privacy Notice and the Applicant Arbitration Agreement, and I agree to the terms.