Pricing Strategy & Operations Lead

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 Senior Pricing Strategy & Operations Manager, you will serve as a leader shaping Asana's product monetization strategy across the organization. This is an individual contributor-style role with no direct reports, reporting to the Head of Pricing & Packaging. 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. 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 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 Head of Pricing & Packaging, executives, and other senior leaders, influencing company-wide strategic direction on pricing, packaging, and go-to-market monetization. About you * 6+ years of experience in strategy consulting and/or B2B software, which ideally includes 4+ years in pricing 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 * 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 $182,000 - $207,000. 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 recruiter 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 recruiter to learn more about the total compensation and benefits for this role. #LI-Hybrid About us Asana is a leading platform for human + AI collaboration. Millions of teams around the world rely on Asana to achieve their most important goals, faster. Asana has been named to Fortune's Best Workplaces for 7+ years and recognized by Fast Company, Forbes, and Gartner for excellence in workplace culture and innovation. We offer an exceptional office-centric culture while adopting the best elements of hybrid models to ensure that every one of our global team members can work together effortlessly. With 13+ offices all over the world, we are always looking for individuals who care about building technology that drives positive change in the world and a culture where everyone feels that they belong. Join Asana’s Talent Network to stay up to date on job opportunities and life at Asana.

Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there’s one thing that nearly everyone does: play video games. Discord plays a uniquely important role in the future of gaming, and we are focused on making it easier and more fun for people to hang out before, during, and after playing games. We’re looking for a Manager to own strategy and operations for Discord’s Consumer Revenue business, with a primary focus on Nitro partnerships. You’ll sit at the intersection of Business Development, Product, and Finance, ensuring our partnership deals are structured, modeled, and operationalized effectively as our B2B motion scales. This is a high-impact role that touches deal strategy, financial modeling, pricing, analytics, and cross-functional operations. What You'll Be Doing * Serve as the strategic connective tissue between Business Development and Product on Nitro partnerships, ensuring alignment on deal priorities, product capabilities, and go-to-market strategy * Provide analytical support to Consumer Revenue leadership by building reporting, surfacing insights on partnership performance, and delivering data-driven recommendations that inform business decisions * Partner with Finance on financial modeling for Nitro partnership deals, building and maintaining models that inform deal structure, revenue projections, and partnership economics. * Stand up and run the Consumer Revenue deal desk, defining red lines on term sheets, establishing approval frameworks, and creating clear guardrails on what we will and won’t allow in partnership agreements * Lead pricing strategy and analysis for Nitro, managing the semi-annual pricing cycle and building the analytical foundation to support pricing decisions * Develop and maintain dashboards and ad hoc analyses that give Business Development and Product teams visibility into partner revenue trends, deal pipeline health, and key performance metrics * Manage operational workflows across Accounting, Legal, and other cross-functional partners to ensure deals move from signed term sheet to revenue recognition smoothly * Document and codify deal policies, pricing frameworks, and operational processes as the function matures What you should have * 4 to 6 years of experience in strategy and operations, deal operations, revenue operations, or strategic finance * Strong financial modeling skills with the ability to build deal models, scenario analysis, and partnership economics from scratch * Proven ability to turn ambiguous business questions into structured analyses and clear recommendations * Experience standing up or managing a deal desk function, including defining deal terms, approval workflows, and pricing guardrails * Ability to operate across multiple stakeholders (Business Development, Product, Marketing, Engineering, Legal, Finance, and Accounting) and drive alignment without direct authority * Sharp analytical skills with proficiency with SQL, python, BI Tools, and Excel/Sheets. * Proficient with AI tools such as Claude, Claude Code, Cursor, etc * Strong written and verbal communication. You’ll be synthesizing complex deal structures and analytical findings into clear narratives. * Comfort with ambiguity and building process where none exists today Nice to have * Experience in subscription or consumer revenue businesses, or partnership-heavy models * Background in gaming, social platforms, or digital media * Familiarity with revenue recognition principles and working with Accounting teams on deal operationalization * Experience with BI tools such as Tableau, Looker, or similar, and building self-serve reporting for business teams The US base salary range for this full-time position is $192,000 to $216,000 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits. Why Discord?  Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests, and helps developers build and grow their businesses. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away! Discord is committed to inclusion and providing reasonable accommodations during the interview process. We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know. Please see our Applicant and Candidate Privacy Policy for details regarding Discord’s collection and usage of personal information relating to the application and recruitment process by clicking HERE.