VP Pricing & Packaging

About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com , LinkedIn , X , and YouTube .

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
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Apply today to help us achieve our mission.

Delinea secures human, machine, and AI identities, eliminating standing privilege and reducing the attack surface across on-premises and cloud. As the platform expands into Non-Human Identity governance, AI agent identity, StrongDM, and consumption-based licensing, we are hiring a dedicated leader to own how we package value and price capability across the whole portfolio. This is a horizontal L-1 role, peer to the General Managers of Workforce, Workload and AI, reporting to the Chief Product Officer.
What You Will Own

• Price and packaging architecture across the portfolio: tiering, licensing metrics, add-on structure, bundling.

• Proposal quality into our monthly Price Committee: the analysis, the financial model, the recommendation, and the action register through to closure.

• Discount governance, including band policy and the guardrails behind it.

• Monetization for new categories: NHI governance, AI agent identity, StrongDM, consumption-based licensing.

• Commercial readiness at launch, so packaging and pricing ship with the product.

• The single source of truth for pricing, packaging and quoting guidance, partnering with Product Marketing on seller enablement.

• Price realization, attach rate and competitive position, informed by competitor pricing, market benchmarks and win/loss data.

What We Are Looking For

• 12+ years across pricing strategy, monetization, product management or product marketing, including 5+ years owning pricing as a named function.

• A track record of building a monetization function where none existed: cadence, governance, documentation, analytical bench.

• Experience preparing and defending recommendations to a formal pricing committee or equivalent decision body.

• Demonstrated design of tiered packaging for enterprise software, and strong financial modeling (pricing impact, ARR and expansion, discount optimization).

• Credibility with executive peers, holding a position on pricing under pressure without direct authority over sales or finance.

Strongly preferred

• Cybersecurity or identity security (PAM, IAM, SIEM, endpoint); exposure to NHI, machine identity or secrets management.

• Consumption-, usage-, or outcome-based pricing models alongside seat-based subscription.

• Working knowledge of CPQ (Salesforce CPQ, Apttus); pricing through M&A integration or a major commercial model transition. MBA a plus.

Why Now
Pricing at Delinea has been carried by people doing it well alongside a full portfolio, and the surface area keeps growing. The opportunity is to make monetization a professional discipline, with a decision forum that already works. If you want to own monetization end-to-end rather than manage an approval queue, this role is built for it.
Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes…

Source: Remote OK (https://remoteOK.com/remote-jobs/remote-vp-pricing-packaging-delinea-1137407)