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Principal, Pricing & Packaging

Abnormal AI· Strategy & Analytics
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Remote$172.1k - $247.5kFull-timePosted 3w ago

About the role

Pricing leadership role focused on owning and evolving Abnormal AI’s pricing and packaging across multiple products, starting with email security bundles and extending to new product lines. Responsible for end-to-end pricing decisions, cross-functional implementation, sales enablement, and ongoing optimization based on market and competitive dynamics.

Responsibilities

  • Recommend packaging, pricing, and metering for email security bundles: number of bundles, contents, prices, and unit tied to price (or a la carte if unbundled).
  • Determine pricing models for new product lines (count-based, usage-based, or credit-based) and define units to prevent gaming; evaluate credit-consumption viability.
  • Continuously review and reassess pricing/packaging across the portfolio as market/competition shifts.
  • Build and run a pricing decision-making cadence with senior leadership, including standing meetings, turnaround times, and escalation paths.
  • Lead implementation with Sales Operations, Billing, and CPQ teams (rate cards, CPQ configuration, contract templates); stay involved through execution.
  • Train sales team on pricing strategy, packaging rationale, and negotiation guardrails.
  • Analyze pricing performance (win/loss, discounts, deal size, competitive positioning) to identify improvements.
  • Benchmark against competitors and adjacent markets to keep pricing current and defensible.
  • Use AI tools to model pricing scenarios, analyze deal/usage data, and accelerate competitive research.

Qualifications

  • 10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity.
  • Proven track record owning pricing end-to-end from recommendation 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 and revisiting live pricing decisions.
  • Strong quantitative and analytical skills; ability to build pricing models and translate analysis into defensible recommendations.
  • Ability to influence senior stakeholders without direct authority over Product, Sales, or Finance; capable of guiding decisions.
  • Experience partnering with Sales Operations, Billing, and CPQ teams to implement pricing changes.

Skills

Required:Pricing strategyData analysis and modelingCross-functional collaboration
Nice to have:Negotiation guardrails trainingCPQ platforms experience

Benefits

  • Base salary plus potential bonus or incentive compensation, equity, and comprehensive benefits package.
Last updated Oct 3, 2026. Interested? Apply on the company site.

About Abnormal AI

The Behavioral Security Platform for the AI era.

AI SecurityAbnormal Behavioral Security PlatformBehavioral SecurityEmail SecurityIdentity SecurityInsider ThreatPlatformenterprise-infrastructure
Company profileWebsite

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