VP Pricing & Packaging

About the role

Delinea is seeking a dedicated leader to own the pricing and packaging architecture across its entire portfolio as the company expands into new categories like Non-Human Identity governance and AI agent identity. This horizontal L-1 role reports to the Chief Product Officer and is responsible for establishing monetization as a professional discipline, including discount governance and commercial readiness. The successful candidate will act as a peer to General Managers and drive the company's pricing strategy through analytical modeling and executive-level decision-making.

Responsibilities

• Define and manage price and packaging architecture including tiering, licensing metrics, and bundling.
• Lead the monthly Price Committee by providing analysis, financial models, and actionable recommendations.
• Establish and maintain discount governance, including band policies and guardrails.
• Drive monetization strategies for new categories such as NHI governance and consumption-based licensing.
• Ensure commercial readiness at product launch by partnering with Product Marketing on seller enablement.
• Monitor price realization, attach rates, and competitive positioning using market benchmarks and win/loss data.

Required skills

• Pricing strategy
• Monetization
• Product management
• Product marketing
• Financial modeling
• Enterprise software
• Pricing committee

Nice to have

• Cybersecurity
• Identity security
• PAM
• IAM
• SIEM
• Consumption-based pricing
• CPQ
• Salesforce CPQ

Qualifications

• 12+ years of experience in pricing strategy, monetization, product management or product marketing
• 5+ years owning pricing as a named function
• MBA

Benefits

• Healthcare insurance
• Pension/retirement matching
• Comprehensive life insurance
• Employee assistance program
• Time off plans
• Paid company holidays

About the Company

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization. The company provides a cloud-native Identity Security Platform that enables organizations to govern interactions across cloud and traditional infrastructure, data, and SaaS applications.