Pricing Strategy Director

The Monetization Strategy team drives Asana’s pricing/packaging strategy and execution, helping our customers get more value out of our offerings and capturing a fair share of that value.  We work cross functionally to deliver impactful offerings for team productivity and collaboration.  We’re helping to define the Work Management category and inventing new ways for teams to work more efficiently together and see the larger purpose behind their work.  Our team works directly with Product/Engineering, Sales/Support, Customer Research, Marketing, Data Science, Finance and Operations to deliver valuable offerings to our customers.  You’ll take part in every type of product work here – from strategy to product to process improvements – conceptualizing, launching, and iterating on Asana itself for millions of teams around the world.

As the Pricing Strategy Director, you will serve as a key strategic leader shaping Asana's product monetization strategy across the organization. This is an individual contributor-style senior leadership role with no direct reports, reporting to the VP Monetization Strategy. You will partner closely with executive stakeholders across Product, Sales/GTM, Marketing, Finance, and Operations to define, launch, and optimize our end-to-end monetization strategy—driving sustainable revenue growth, unlocking new business opportunities, and delivering an exceptional customer experience at scale.

This role is based in our San Francisco office with an office-centric hybrid schedule. We are open to considering other office locations (e.g., NYC, Vancouver). The standard in-office days are Monday, Tuesday, and Thursday. Most Asanas have the option to work from home on Wednesdays. Working from home on Fridays depends on the type of work you do and the teams with which you partner. If you're interviewing for this role, your recruiter will share more about the in-office requirements.

What you’ll achieve

• Own and drive the monetization strategy, including packaging, pricing models, price levels, and discount strategy. Ensure alignment with Asana's broader business objectives and long-term company strategy.  Initial focus will be on helping create the infrastructure to support consumption based billing (including system implementation) and driving change management for this initiative.
• Serve as a senior strategic thought leader on monetization, maintaining a deep understanding of operating metrics, customer data, competitive dynamics, and market trends to proactively identify and prioritize high-impact monetization opportunities.
• Define and champion both near-term (1–2 quarters) and long-term (3–5 year) monetization strategies, driving executive-level decision-making and organizational alignment across the company.
• Lead the design and execution of comprehensive customer, product, competitor, and financial analyses to inform strategic recommendations and shape enterprise-wide pricing decisions.
• Partner at the executive level across Product, Sales/CS, Finance, and Operations to develop pricing and packaging strategies, and present recommendations with confidence to the senior leadership team, C-suite, and Board of Directors.
• Drive the end-to-end operational execution of monetization strategies, orchestrating cross-functional workstreams with IT/Operations, Finance, Sales Enablement, and Deal Desk to ensure seamless implementation.
• Establish and own pricing KPIs and reporting frameworks. Monitor, evaluate, and communicate the effectiveness of pricing and packaging initiatives, providing strategic insights and recommendations to senior leadership on the overall health of the business.
• Act as a trusted advisor to the VP Monetization Strategy, C-level executives, and other senior executives, influencing company-wide strategic direction on pricing, packaging, and go-to-market monetization.

About you

• 8+ years of pricing experience in strategy consulting and/or B2B software, which ideally includes 5+ years in pricing leadership at enterprise-level SaaS companies
• Proven track record of developing and executing enterprise-wide pricing strategies that have driven significant, measurable revenue impact across multiple business lines
• Exceptional analytical skills, including advanced customer/competitor research and financial modeling, with a demonstrated ability to translate complex data into actionable executive-level insights
• Deep expertise in SaaS pricing, self-serve (product-led) and sales-led go-to-market strategies, and customer buying behaviors across SMB, mid-market, and enterprise segments
• Demonstrated ability to build and sustain executive-level relationships and lead cross-functional initiatives at scale, influencing senior stakeholders without direct authority
• Expert-level knowledge of pricing and packaging research techniques (e.g., Conjoint, Van Westendorp) and proficiency in leveraging survey tools such as Qualtrics to drive strategic decisions
• Strong command of pricing trends in the marketplace, including AI pricing, with the ability to anticipate market shifts and position Asana's monetization strategy ahead of the competition
• Exceptional executive communication and presentation skills, with experience presenting to C-suite and Board-level audiences
• Demonstrates curiosity about AI tools and emerging technologies, with a willingness to learn and leverage them to enhance productivity, collaboration, or decision-making

At Asana, we're committed to building teams that include a variety of backgrounds, perspectives, and skills, as this is critical to helping us achieve our mission. If you're interested in this role and don't meet every listed requirement, we still encourage you to apply.

What we’ll offer

Our comprehensive compensation package plays a big part in how we recognize you for the impact you have on our path to achieving our mission. We believe that compensation should be reflective of the value you create relative to the market value of your role. To ensure pay is fair and not impacted by biases, we're committed to looking at market value which is why we check ourselves and conduct a yearly pay equity audit.

For this role, the estimated base salary range is between $210,000 - $279,000. The actual base salary will vary based on various factors, including market and individual qualifications objectively assessed during the interview process. The listed range above is a guideline, and the base salary range for this role may be modified.

In addition to base salary, your compensation package may include additional components such as equity, sales incentive pay (for most sales roles), and benefits. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.

We strive to provide equitable and competitive benefits packages that support our employees worldwide and include:

• Mental health, wellness & fitness benefits
• Career coaching & support
• Inclusive family building benefits
• Long-term savings or retirement plans
• In-office culinary options to cater to your dietary preferences 

These are just some of the benefits we offer, and benefits may vary based on role, country, and local regulations. If you're interviewing for this role, speak with your Talent Acquisition Partner to learn more about the total compensation and benefits for this role.