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 will establish monetization as a professional discipline, managing everything from tiering and licensing metrics to discount governance and commercial readiness. The successful candidate will act as the single source of truth for pricing guidance and partner with Product Marketing to enable sales teams.

Responsibilities

• Define and manage price and packaging architecture including tiering, licensing metrics, and bundling.
• Lead the monthly Price Committee by providing analysis, financial modeling, 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 aligning packaging and pricing with product strategy.
• Partner with Product Marketing to provide quoting guidance and 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, empowering organizations to govern interactions across the modern enterprise. The company leverages an AI-powered cloud-native Identity Security Platform to discover identities, assign access levels, and respond to threats in real-time.