Director, Pricing & Monetization

Sprinklr is the definitive, AI-native platform for Unified Customer Experience Management (Unified-CXM), empowering brands to deliver extraordinary experiences at scale — across every customer touchpoint.
By combining human instinct with the speed and efficiency of AI, Sprinklr helps brands earn trust and loyalty through personalized, seamless, and efficient customer interactions. Sprinklr’s unified platform provides powerful solutions for every customer-facing team — spanning social media management, marketing, advertising, customer feedback, and omnichannel contact center management — enabling enterprises to unify data, break down silos, and act on real-time insights.
Today, 1,900+ enterprises and 60% of the Fortune 100 rely on Sprinklr to help them deliver consistent, trusted customer experiences worldwide.
Job Description
The Director, Pricing & Monetization is the enterprise leader accountable for Sprinklr’s pricing, packaging, and monetization strategy. This role sets the multi-year vision and operating model for how the company converts product innovation, customer value, market evidence, and unit economics into scalable commercial offers that customers can understand, sellers can transact, and the company can grow profitably.
The Director will lead a company-wide portfolio of monetization priorities spanning offer architecture, price metrics, packaging tiers, bundles, upgrade paths, consumption and outcome-based models, AI monetization, SKU governance, and commercial rollout. The role serves as a strategic advisor to the VP, Product Operations and executive leadership, and drives decisions across Product, Product Marketing, Finance, Sales, Sales Operations, Deal Desk, Billing, Revenue Accounting, Legal, Customer Success, Services, and Enablement.
This is a remote position with a preference for someone to sit in the Eastern time zone.
What You Will Own
Enterprise pricing and packaging strategy. Define the principles, roadmaps, and decision frameworks that guide how Sprinklr packages, prices, sells, and expands its portfolio across Social, Marketing, Insights, Service, Platform, and AI.
Offer and portfolio architecture. Create clear package structures, including good-better-best tiers, platform entitlements, add-ons, bundles, buyer-aligned offers, and logical land-expand-unify upgrade paths.
Monetization model design. Develop and pressure-test seat, usage, consumption, credit, outcome, and hybrid pricing models; identify the price metric that best aligns customer value, willingness to pay, cost-to-serve, and operational feasibility.
Commercial and financial modeling. Build business cases, scenario models, back-tests, migration economics, discount architecture, and sensitivity analyses that quantify ARR, margin, adoption, retention, cannibalization, and revenue-risk implications.
Cross-functional pricing decisions. Lead working sessions and executive decision forums; surface trade-offs, recommend a clear path, and drive alignment from concept through approval and launch.
Pricing operations and governance. Establish repeatable intake, prioritization, approval, documentation, and lifecycle processes for new offers, SKU creation, migrations, exceptions, deprecations, and pricebook changes.
Launch and field readiness. Translate strategy into executable artifacts such as pricebooks, packaging maps, SKU definitions, quoting rules, migration guidance, FAQs, enablement materials, and seller-facing value narratives.
Performance management. Define KPIs and learning agendas for new pricing and packaging, monitor adoption and commercial outcomes, and recommend revisions based on evidence from customers, deals, usage, win/loss patterns, and financial results.
Market and customer intelligence. Incorporate competitive benchmarks, customer research, buyer personas, willingness-to-pay signals, and product usage into recommendations while distinguishing durable market evidence from one-off deal requests.
Multi-year monetization roadmap. Establish a sequenced roadmap across product suites, customer segments, geographies, and channels, balancing transformational priorities with launch commitments, field needs, and operational capacity.
Experimentation and optimization. Create a disciplined learning agenda for pricing and offer tests, defining hypotheses, guardrails, success metrics, and decision rules that turn market and customer evidence into continuous improvement.
How You Will Work
Bring an independent, evidence-based point of view and recommend decisions rather than only facilitating stakeholder input.
Balance strategic coherence with practical speed, distinguishing decisions that require precision from those best advanced through testing and iteration.
Build credibility across technical, product, finance, and go-to-market audiences by making complex economics and trade-offs easy to understand.
Operate end to end: frame the problem, gather evidence, model alternatives, secure decisions, translate them into systems and field assets, and measure results.
Create durable mechanisms, reusable frameworks, and clear documentation so pricing decisions scale beyond a single project or individual.
Required Qualifications
12+ years of progressive experience in B2B technology, enterprise SaaS, pricing, monetization, product strategy, product operations, management consulting, corporate strategy, or a related field, including significant leadership of enterprise pricing and packaging across a complex portfolio.
Demonstrated experience designing and launching complex B2B offers across multiple products, buyer groups, deployment models, or geographies.
Expertise in pricing architecture, packaging design, value metrics, segmentation, willingness-to-pay research, competitive benchmarking, discounting, and migration strategy.
Strong financial and analytical capability, including scenario modeling, unit economics, margin analysis, price-volume-mix thinking, and customer-level back-testing.
Experience with recurring-revenue business models: seat-based, usage-based, consumption, credits, outcome-based, transaction, or hybrid pricing.
Ability to influence senior Product, Finance, Sales, and executive stakeholders through structured thinking, clear recommendations, and executive-ready communication.
Proven record of turning strategy into operational execution across pricebooks, SKUs, quoting workflows, billing requirements, enablement, and performance reporting.
Advanced proficiency with Excel or equivalent modeling tools and comfort working with CRM, CPQ, billing, product-usage, and business-intelligence data.
Bachelor’s degree or equivalent practical experience.
Demonstrated experience leading a pricing, monetization, commercial strategy, or related team and developing high-performing analytical and strategic talent.
Experience presenting material pricing, portfolio, or business-model recommendations to C-suite leaders; board exposure is strongly preferred.
Proven ability to establish enterprise governance, prioritize a portfolio of competing monetization initiatives, and drive adoption across a global matrixed organization.
Preferred Qualifications
Experience in enterprise SaaS, customer experience management, contact center, marketing technology, social media management, analytics, or AI software.
Experience monetizing AI, automation, data, API, platform, or agentic capabilities using credits, consumption, outcomes, or blended commercial models.
Familiarity with Salesforce and enterprise CPQ/pricebook processes, product telemetry, revenue-recognition considerations, and usage-based billing operations.
Experience partnering with external pricing advisors or applying methodologies such as conjoint analysis, Van Westendorp, Gabor-Granger, value-driver segmentation, and pri