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Pricing & Packaging Strategy Lead

SafetyCulture -
Sydney NSW

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Job Details

Permanent | Full-time

Benefits

Parental leave
Employee assistance program

Qualifications

Pricing
Sales
Salesforce
Moving
Research
SQL
Analysis skills
SaaS
AI
Communication skills

Full Job Description

Why join us?

We’re a global tech company, just not the kind you’re picturing.

Sure, we’ve got catered lunches, team events, cool merch, and yes... dogs in the office. But that’s not why people join.

Our team of nearly a thousand people wakes up every day to make our product and our customers’ lives better. At SafetyCulture, you’ll hear “yes, let’s give it a shot” more often than “that’s not how we do things here.”

People join because we’re building tools that make work better for the 3 billion people who keep the world moving - factory floor operators, baggage handlers, truck drivers, servers, store assistants. The ones who make things happen. We’ve got the scale and innovation you’d expect from big tech. The difference? No endless layers of sign-off. No corporate theatre. Just smart, experienced people solving real problems fast .

The scale is big. But the ownership’s personal. Every full-time team member gets equity - real skin in the game. When we grow, you do too. We’re not perfect, no company is. But this next chapter of our growth is about scaling with intelligence, not just size - fueled by operational maturity, a clear vision, and a strong focus on AI.

This is big tech impact, without the big tech ick. If that excites you more than it scares you, you’ll fit right in.

The Opportunity

This is a high-impact, execution-oriented role responsible for driving SafetyCulture's commercial growth through rigorous pricing and packaging strategy, research, and operational delivery. Working closely with an internal Product Manager who owns product and engineering execution, this individual takes ownership of the commercial, analytical, and cross-functional coordination elements of our pricing and packaging programmes.

You will operationalise high-priority initiatives backed at CEO and executive level - including plan optimisations, hybrid and location-based pricing models, legacy pricing migrations, discount rationalisation and defining the future commercial strategy of the business in the current SaaS macroeconomic environment - ensuring programmes are delivered on schedule, with quality, and with measurable business impact. You will partner with Product, Finance, Revenue Operations, Data, and GTM teams to translate strategy into results, and communicate progress and impact to senior leadership.

Key Responsibilities:

Lead Commercial Strategy Execution

Define and shape the commercial strategy: In partnership with the broader pricing and packaging team, contribute to continuous refinement of the company's pricing and packaging commercial strategy - bringing market evidence, customer insight, and commercial analysis to inform strategic direction and prioritisation.
Operationalise the commercial strategy: Take ownership of translating pricing and packaging frameworks into clear, actionable execution plans - refining details, managing trade-offs, and aligning stakeholders around priorities.
Programme coordination: Lead coordination of pricing and packaging initiatives across stakeholders, partnering with the Product Manager who owns engineering and product delivery. Maintain programme plans, track milestones, and surface risks early.
Drive GTM adoption and compliance: Ensure updated pricing and packaging structures are effectively adopted by Sales, Customer Success, and Support via enablement, documentation, and pricing guardrails working with Deal Desk and RevOps.
Commercial readiness and rollout: Coordinate rollout plans with GTM teams including go-to-market sequencing, enablement materials, and internal and customer communications.

Pricing Research & Analytical Insight

Customer research and willingness-to-pay studies: Lead primary customer research activities - including customer interviews, surveys, and willingness-to-pay studies - to understand how customers derive value from the product, identify key WTP drivers, and generate insights that inform packaging design and pricing decisions.
Analytical support for experimentation: Provide analytical frameworks, scenario models, and post-implementation measurement to support pricing experiments led by the Product Manager - helping validate assumptions, assess financial impact, and surface learnings for iteration.
Insight and scenario modelling: Partner with Data & Analytics and FP&A to develop pricing scenarios, elasticity insights, and forecasting models that inform prioritisation, assess trade-offs, and quantify revenue impact across ARR, NDR, and ARPU/ACV.
Performance measurement: Establish and maintain measurement frameworks to assess commercial outcomes post-implementation, synthesise learnings, and make iterative recommendations for refinement.

GTM Alignment & Stakeholder Communication

GTM alignment: Own the coordination workstream with Sales Leadership, Marketing, Customer Success, and Support to ensure consistent messaging, negotiation guardrails, and customer transition plans where pricing changes apply.
Executive and stakeholder communication: Synthesise complex pricing and packaging information into concise briefs and presentations for leadership, steering committees, and key stakeholders - clearly articulating rationale, timelines, risks, and performance indicators.
Product and Engineering interface: Attend key product and engineering planning sessions to provide commercial context; day-to-day product and engineering coordination is owned by the internal Product Manager.

Commercial Intelligence & Market Context

Competitive and market insight: Track competitive pricing and packaging evolution, market dynamics, and customer insights to inform tactical adjustments and future strategy refinement.
Voice of customer: Balance quantitative results with qualitative feedback (surveys, customer interviews, segment insights) to validate assumptions and refine implementations.

Success Metrics

Measurable uplift in key monetisation KPIs (net dollar retention, ARPU/ACV growth, tier conversion rates).
On-time delivery of pricing initiatives.
Accuracy and reliability of pricing measurement, scenario modelling, and rollout execution.
Quality of GTM enablement and adoption of pricing changes across Sales and CS.

Required Qualifications

Experience: 6+ years in commercial strategy, pricing strategy, revenue operations, management consulting, or related roles in SaaS/technology - with demonstrable execution experience in pricing analysis and commercial programme delivery.
Analytical skills: Strong analytical skills with fluency in data interpretation, scenario modelling, and hypothesis testing; familiarity with SQL or equivalent analytical tools is a plus.
Cross-functional collaboration: Demonstrated ability to work effectively across Revenue Operations, FP&A/Finance, GTM, and Product teams.
SaaS pricing knowledge: Deep understanding of SaaS pricing strategies, including hybrid monetisation models, usage-based pricing, and packaging optimisation.
Communication: Excellent written and verbal communication skills with the ability to articulate complex trade-offs to both technical and business audiences, including executive leadership.
Project leadership: Proven track record leading complex cross-functional initiatives to successful execution.

Preferred Qualifications

Experience supporting or delivering major pricing changes, pilots, or commercial model transitions at scale in a SaaS organisation.
Familiarity with billing platforms and CPQ systems (e.g., Zuora, Salesforce CPQ).
Background in customer research methods (e.g., willingness-to-pay studies, segmentation research).
Experience in value metric definition and packaging design.
Background in management consulting, strategy, or RevOps in a high-growth SaaS environment.

Working Environment & Expectations

Highly cross-functional role spanning commercial strategy, analytical research, and operational delivery.
Works in close partnership with an internal Product Manager who leads product and engineering execution and the Director of Operations in defining the strategy and execution.
Comfortable navigating ambiguity in a fast-moving SaaS environment where pricing is both strategic and tactical.
Ability to partner with distributed teams and drive accountability with clarity and impact.

At SafetyCulture, we care about people and growing the team, through:

Flexible working arrangements, we encourage you to create the best work blend while working from your home and the local SafetyCulture office;
Access to professional and personal training and development opportunities; Hackathons, Workshops, Lunch & Learns;
We encourage involvement in the community, open source work, attending talks and events, and experimenting with new technologies;
In-house Culinary Crew serving up daily breakfast, lunch and snacks;
Wellbeing initiatives such as subsidised fitness programs, EAP services and generous parental leave policy;
Table tennis, board games, gym sessions, book club, and pet-friendly offices.

We’re committed to building inclusive teams and cultivating a sense of belonging so our people can bring their whole authentic selves to work each day. We seek to make reasonable adjustments throughout our recruitment process to create an even playing field for all candidates. Thanks to the tireless efforts of the entire SafetyCulture team we’ve built an incredible culture which has seen us recognised as a Best Place to Work in Australia, the US and the UK .

Even if you don't meet every requirement listed in the ad, please consider applying for this role. We prioritise inclusion and value individuals with potential over a checklist of qualifications. Don't rule yourself out, hit that apply button if this job resonates with you.

You can find out more about life at SafetyCulture via Youtube, Twitter, Instagram and LinkedIn.

To all recruitment agencies, we do not accept resumes or partnership opportunities. Please do not forward resumes to SafetyCulture or any of our employees. We are not responsible for any fees associated with unsolicited resumes.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.

Apply Now

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