Senior Manager, Pricing Strategy & Analytics

Company Description

Organizations everywhere struggle under the crushing costs and complexities of “solutions” that promise to simplify their lives. To create a better experience for their customers and employees. To help them grow. Software is a choice that can make or break a business. Create better or worse experiences. Propel or throttle growth. Business software has become a blocker instead of ways to get work done. 

There’s another option. Freshworks. With a fresh vision for how the world works.

At Freshworks, we build uncomplicated service software that delivers exceptional customer and employee experiences. Our enterprise-grade solutions are powerful, yet easy to use, and quick to deliver results. Our people-first approach to AI eliminates friction, making employees more effective and organizations more productive. Over 72,000 companies, including Bridgestone, New Balance, Nucor, S&P Global, and Sony Music, trust Freshworks’ customer experience (CX) and employee experience (EX) software to fuel customer loyalty and service efficiency. And, over 4,500 Freshworks employees make this possible, all around the world. 

Fresh vision. Real impact. Come build it with us.

Job Description

We're looking for a Senior Manager, Pricing Strategy & Analytics to serve as a strategic thought partner within our Pricing team. In this highly visible individual contributor role, you'll combine pricing strategy, analytics, and business insights to help shape how we price, package, and monetize our products. 

You'll own the analytical foundation that supports pricing decisions while partnering closely with Product, Sales, Finance, Operations, and leadership to translate complex data into clear recommendations. Success in this role requires someone who is equally comfortable writing SQL, building executive dashboards, validating complex datasets, and presenting business recommendations to senior stakeholders. 

The role is ideal for someone who enjoys solving ambiguous business problems, influencing cross-functional decisions, and driving measurable business impact through data. 

What You'll Do 

• Partner with Pricing leadership to develop data-driven recommendations for pricing, packaging, and monetization initiatives across our global SaaS portfolio 
• Define and evolve pricing KPIs, leading indicators, and executive business health metrics that measure pricing effectiveness and revenue performance 
• Own the analytical foundation for pricing by integrating and validating data across CRM, CPQ, billing, product usage, and other business systems 
• Investigate data quality issues, perform root cause analysis, and establish trusted metric definitions across systems 
• Develop executive dashboards and reporting that provide actionable visibility into pricing performance across products, customer segments, geographies, and customer cohorts 
• Deliver recurring ad hoc analyses supporting pricing decisions, deal reviews, quarterly business reviews, annual planning, and executive presentations
• Analyze customer behavior, product usage, discounting trends, competitive dynamics, and win/loss data to identify monetization opportunities and pricing improvements 
• Build financial business cases for pricing and packaging initiatives by partnering with Product, Sales, Marketing, Finance, and Operations
• Translate complex analytical findings into concise executive-level recommendations that influence pricing strategy and commercial decisions 
• Collaborate effectively with distributed teams across the U.S. and India to support pricing analytics, reporting, and cross-functional initiatives

Qualifications

• 7+ years of experience in pricing strategy, pricing analytics, business intelligence, strategic finance, monetization, or commercial analysis within a B2B SaaS company 
• Experience supporting enterprise SaaS businesses with multiple products, customer segments, geographies, and currencies
• Strong understanding of SaaS monetization models, including seat-based, consumption-based, hybrid, and outcome-based pricing 
• Hands-on experience working with complex business data across CRM, CPQ, billing, product usage, and financial systems 
• Advanced SQL skills and experience with Tableau, Power BI, or similar visualization platforms
• Experience building executive dashboards, defining business metrics, and developing scalable reporting frameworks 
• Demonstrated ability to investigate data issues, validate business metrics, and perform root cause analysis across multiple systems 
• Strong financial modeling and analytical skills with the ability to develop business cases supporting pricing decisions 
• Excellent communication and executive presentation skills with the ability to translate technical analyses into business recommendations 
• Proven ability to influence cross-functional stakeholders across Product, Sales, Finance, Operations, and Engineering without direct authority 
• Self-starter who enjoys balancing strategic thinking with hands-on execution in a fast-paced environment 
• Bachelor's degree in Finance, Economics, Statistics, Computer Science, Mathematics, Engineering, or a related quantitative field. MBA or other advanced degree is a plus 

Additional Information

Please note this is a hybrid role with onsite expectations of 3x/week (Tuesday - Thursday) from our San Mateo, CA headquarters.

The annual base salary range for this position is $203,000 - $251,000 USD. This role is also eligible for a target bonus.

Compensation is based on a variety of factors including but not limited to location, experience, job-related skills, and level.

Freshworks offers multiple options for dental, medical, vision, disability and life insurances, flexible spending, commuter benefits and wellness benefits are also offered. Freshworks also offers adoption and parental leave benefits.

At Freshworks, we have fostered an environment that enables everyone to find their true potential, purpose, and passion, welcoming colleagues of all backgrounds, genders, sexual orientations, religions, and ethnicities. We are committed to providing equal opportunity and believe that diversity in the workplace creates a more vibrant, richer environment that boosts the goals of our employees, communities, and business. Fresh vision. Real impact. Come build it with us.