Director of Pricing Strategy

Innovate with purpose

At BILL, we believe in empowering the businesses that drive our economy. By replacing outdated financial processes with innovative tools, we help businesses—from startups to established brands—make smarter decisions and gain control of their operations. And we don’t stop there: we’re creating the future of financial automation so businesses can spend more time on what matters.

Working here means you become part of a vision-driven team that’s ready to tackle challenges and build cutting-edge solutions. We value purpose, drive, and curiosity—and we thrive in a fast-paced, ever-changing environment. Whether in one of our offices in San Jose, CA, Draper, UT, or working remotely, BILLders collaborate to deliver real impact for businesses that need more time in their busy weeks.

BILL builds high performing teams and we seek to hire the best talent for every role. We're committed to building a workplace that fosters inclusion and diverse perspectives, valuing each person’s unique skills and experiences. We’d love to hear from you—you might be just what we’re looking for, whether in this role or another.

✨ Let’s give businesses more time for what matters.

Make your impact within a rapidly growing Fintech Company

As a foundational leader within our new, centralized Pricing organization, the Director of Pricing Strategy will be instrumental in defining, evolving, and optimizing BILL's end-to-end monetization efforts across our entire portfolio of products and services. Your mission is to ensure our pricing models accurately reflect the immense value BILL delivers to our small and midsize business (SMB) customers, driving sustainable growth, enabling unit acquisition, optimizing Net Revenue Retention (NRR). This is a critical leadership role for a visionary who can blend deep analytical rigor with strong cross-functional collaboration and executive influence.

You will report to the Vice President of Pricing and work closely with cross-functional partners in Product Management, Sales, Marketing, Finance, Engineering, and Legal teams across the company.

Key Responsibilities:

• Strategic Pricing Leadership: Lead the development and execution of BILL Holdings' comprehensive, portfolio-level pricing strategy for all offerings, including core SaaS products, Pay-as-you-go (PAYG) payment solutions, lending products, and future AI-powered innovations.
• Team Management & Development: Build, manage, mentor, and develop a high-performing team of pricing professionals, fostering a culture of analytical excellence, collaboration, and continuous improvement.
• Value-Based Monetization: Drive the adoption of a value-based monetization approach, meticulously evaluating and recommending optimal usage metrics that accurately meter and capture the value delivered to customers. This includes moving beyond per-user models where they don't align with value.
• Data-Driven Analysis & Insights: Champion and conduct in-depth quantitative and qualitative analysis, leveraging extensive internal and external data. This includes overseeing market research, competitive analysis, customer segmentation, and elasticity studies to inform robust pricing decisions.
• Data Acquisition & Interpretation: Possess or oversee the capability to acquire necessary data by writing code (e.g., SQL), accessing data lakes, and integrating with various data sources. Interpret complex results, generate actionable insights, and proactively identify new pricing opportunities.
• Pricing Model Design & Implementation: Drive the design, development, and implementation of innovative and transparent pricing models, frameworks, and packaging strategies (e.g., Good/Better/Best, Usage-Based, Platform + Add-ons, Prepayment models) that enhance customer value, drive growth, and simplify offerings.
• Cross-Functional Collaboration & Influence: Work extensively and effectively across all levels of the organization, collaborating closely with Product, Sales, Marketing, Finance, Engineering, and Legal teams to build consensus, ensure smooth execution, and align pricing with product roadmaps, go-to-market strategies, and financial targets.
• Executive Advisory: Influence and advise executive leadership on pricing strategies, providing clear, data-backed recommendations and presenting complex analysis in an easily digestible manner to facilitate informed decision-making.
• Performance Measurement & Iteration: Establish and monitor key performance indicators (KPIs) to measure pricing effectiveness, analyze outcomes, and iterate on strategies based on results, ensuring continuous improvement and accountability.
• Industry & Competitive Expertise: Stay abreast of industry trends, emerging technologies (including AI monetization trends ), competitive landscape, and best practices in pricing within SaaS, FinTech, and AI domains.
• Customer-Centricity & Transparency: Ensure pricing strategies are designed with an end-to-end customer journey perspective, contributing to a seamless, transparent, and positive customer experience.

We’d love to chat if you have:

• Education: Bachelor's degree in Business, Finance, Economics, Statistics, or a related quantitative field. An MBA is strongly preferred.
• Experience:
• 10+ years of progressive experience in pricing strategy, business strategy, or management consulting, with a significant focus on monetization for B2B software and/or financial services.
• Proven track record of successfully developing and implementing complex pricing strategies for B2B SaaS, payments, lending, or other financial technology products.
• Experience building, leading, and mentoring high-performing teams.
• Technical Skills:
• Demonstrated proficiency in advanced data analysis tools and techniques.
• Capability to acquire data through writing code (e.g., SQL) and accessing large datasets in data lakes.
• Experience with statistical programming languages (e.g., Python, R) for advanced analytics is highly desirable.
• Experience with pricing software, revenue management platforms, and data visualization tools (e.g., Tableau, Looker).
• Strategic Acumen: Strong strategic thinking with the ability to translate complex data into clear, actionable pricing recommendations.
• Leadership & Communication: Exceptional leadership, interpersonal, and communication skills, with the ability to influence stakeholders at all levels, including senior executives.
• Collaboration: Proven ability to build strong relationships and foster collaboration across diverse functional teams.

Problem-Solving: Highly analytical, with a structured approach to problem-solving and decision-making

 

#LI-Remote

 

The estimated salary  range for this role is noted below for our San Jose based role.  Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed above. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits.

San Jose pay range$172,600—$216,300 USD

The estimated base salary range for this role is noted below for our office location in Draper, UT. Additionally, this role is eligible to participate in BILL’s bonus and equity plan. Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed above. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits.

Draper UT pay range$146,700—$183,900 USD

Our ranges for each role and job level are based on a variety of factors including candidate experience, expertise, and geographic location and may vary from the amounts listed below. The role is also eligible for a competitive benefits package that includes: medical, dental, vision, life and disability insurance, 401(k) retirement plan, flexible spending & health savings account, paid holidays, paid time off, and other company benefits. The estimated salary  ranges noted below roles in the specific  geographic zones

Zone 1- San Francisco Bay Area CA (includes HQ), Boston, New York City, Seattle, Los Angeles city$172,600—$216,300 USDZone 2- CA (Non San Francisco Bay Area and Los Angeles City), Austin TX, Massachusetts (Non Boston)$155,400—$194,700 USDZone 3 -Utah (includes Utah office), Houston TX, Florida, North Carolina$146,700—$183,900 USD

What’s in it for you? 

Redefining how businesses automate their work is a fast-paced, exciting, and fun environment. But we also have benefits and perks to ensure the magic isn’t only experienced by our customers, but by our employees as well. 

Here is a preview of some of the amazing benefits here at BILL:

• 100% paid employee health, dental, and vision plans (choose HMO, PPO, or HDHP)
• HSA & FSA accounts 
• Life Insurance, Long & Short-term disability coverage
• Employee Assistance Program (EAP)
• 11+ Observed holidays and wellness days and flexible time off 
• Employee Stock Purchase Program with employee discounts
• Wellness & Fitness initiatives
• Employee recognition and referral programs
• And much more

Don’t believe us? Check out our culture, benefits, and teams on our career site, LinkedIn Life, or YouTube pages.

BILL is an Equal Opportunity Employer. We believe our best ideas come from the unique stories, perspectives, and experiences of our team members. We welcome people of all backgrounds, abilities, and identities to bring their authentic selves and contribute to our culture.

We are committed to a transparent, inclusive hiring process that reflects our values. If you need accommodations at any stage, please contact interviewaccommodations@hq.bill.com.

Our Applicant Privacy Notice describes how BILL treats the personal information it receives from applicants.