Pricing & Monetization Specialist

We believe it takes great people to create a great product. That’s why our team lives our company values, and we hire based on them, too. Since 2010, Pipedrive has been on a mission to support sales and marketing teams with easy-to-use, powerful tools that make everyday work faster and easier. Today, our cloud-based software is trusted by over 100,000 companies and used in 179 countries. We have grown from a five-person team to a truly international company of over 850+ people, representing more than 50 nationalities, with ten offices distributed across Europe and the US. In 2020, Pipedrive received a majority investment from Vista Equity Partners, a global investment firm that invests exclusively in enterprise software, data and technology-enabled businesses, making Pipedrive the fifth unicorn from Estonia.

We’re looking for a Pricing & Monetization Specialist to support Pipedrive’s pricing and commercial strategy. Reporting to the Senior Pricing and Packaging Manager, you’ll drive research, pricing tests, and data analysis to optimize monetization strategies. This cross-functional role works with finance, product, and commercial teams to shape pricing and packaging decisions. You’ll translate insights into actionable strategies and navigate high-impact decisions that drive profitability. If you're strategic, analytical, and eager to shape Pipedrive’s proposition, pricing, and packaging, we’d love to meet you!

• Lead new and optimize existing promotional, discounting, and bundling initiatives by leveraging data analysis and insights
• Apply a variety of monetization frameworks and strategies to solve business challenges and identify growth opportunities
• Support the creation and analysis of market research and business cases, working closely with senior leaders across different teams to drive informed decisions
• Facilitate go-to-market planning and cross-team execution for pricing and monetization initiatives, ensuring smooth transitions and successful implementation of changes
• Review and evolve our annual pricing cycle and discounting guidelines to continuously improve pricing performance and competitive positioning
• Monitor and research the evolving market landscape to identify trends and opportunities, ensuring Pipedrive remains best positioned for growth

• Experience in a commercial role, with a proven track record of supporting innovative initiatives across marketing, product management, or sales – previous pricing experience is a plus, but not required
• Strong project management skills, with the ability to handle multiple projects simultaneously in a fast-paced, dynamic environment
• Excellent communication skills, with the ability to adapt your style and confidently influence stakeholders at all levels and from various teams
• Solid understanding of customer lifecycles, including adoption, enablement, upsell, and retention, with a focus on recurring revenue models
• Proven ability to analyze large data sets using both qualitative and quantitative customer insights to identify trends and inform decisions
• Experience building and challenging business cases, with some background in data modeling and analysis to support pricing and monetization strategies
• Passion for working in a diverse, creative, and fast-moving international environment, embracing change and collaboration
• Experience with SaaS products is a plus

• People-first culture - Be part of a team that values authenticity, champions collaboration, and supports each other—no egos, just teamwork. Work alongside top talent from around the world in an inclusive space where different perspectives fuel our best ideas. Everyone is welcome
• Unlock potential – Push boundaries, take ownership, and experiment with the latest technologies as we enhance our AI First Vision. We empower bold ideas that drive real change
• We’ve got you – Your well-being matters. Enjoy flexible hours, wellness perks and SWAG. Think performance-based bonuses, 28 paid leave days, well-being days, compassionate leave, and even pawternal leave—because we take care of ourselves and our people
• Grow with us – Whether through mentorship, coaching, or internal mobility, we invest in helping you unlock your potential. Open, honest feedback and clear communication are at our core. We grow together through trust and accountability 
• Packed with purpose – Help 100,000+ small and medium-sized businesses grow and succeed while doing meaningful, customer-driven work

We’re looking for a Pricing & Monetization Specialist to support Pipedrive’s pricing and commercial strategy.

If this is something for you, send us your resume (in English) or a link to your LinkedIn profile and please add why we should pay extra attention to your application.