Principal, Pricing & Packaging

Remote · USD 172,100-247,500 · 10+ years experience · Remote · Posted Sep 30, 2026

At a glance

Abnormal AI is looking for a Principal, Pricing & Packaging to own how we price our platform, starting with email security bundles and extending into a new wave of products.
This is a cross-functional, high-visibility role for someone who wants to shape how a fast-growing cybersecurity company prices its products by continuously reassessing pricing and packaging as the market shifts.

Recommend packaging, pricing, and metering for email security bundles, including number of bundles, contents, costs, and tied units.
Determine pricing models for a new line of products, deciding between count-based or usage-based pricing and evaluating credit-consumption models.
Continuously review and reassess pricing and packaging across the full existing product portfolio as the market or competitive landscape shifts.
Build and run a pricing decision-making cadence with senior leadership, including a standing meeting, turnaround times, and escalation paths.
Work directly with Sales Operations, Billing, and CPQ teams to implement pricing decisions, covering rate cards, CPQ configuration, and contract templates.
Train the sales team on pricing strategy, packaging rationale, and negotiation guardrails to defend value-based pricing.
Analyze pricing performance including win/loss trends, discounting patterns, deal size, and competitive positioning.
Benchmark against competitors and adjacent markets to keep the pricing model current and defensible.
Use AI tools to model pricing scenarios, analyze deal and usage data, and speed up competitive research.

10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity.
A proven track record owning pricing end to end, from recommendation to decision to implementation.
Direct experience with usage-based, consumption-based, or credit-pool pricing models, ideally for AI or security products.
Experience managing pricing across an existing multi-product portfolio, including knowing when to revisit live pricing decisions.
Strong quantitative and analytical skills to build pricing models, analyze deal and discount data, and create defensible recommendations.
Ability to influence senior stakeholders without direct authority over Product, Sales, or Finance.
Experience partnering with Sales Operations, Billing, and CPQ teams to put pricing changes into practice.

Experience in cybersecurity or enterprise security software.
MBA or equivalent strategy, finance, or consulting background.
Hands-on experience with CPQ platforms (Salesforce CPQ) and deal desk processes.
Experience scaling pricing as a company moves from single-product to multi-product.