Abnormal AI is a behavioral AI security platform that protects email, identity, and AI—and stops insider threats. Trusted by 5,000 organizations. Backed by Greylock, Insight and Menlo.
About the role
Abnormal AI is looking for a Principal, Pricing & Packaging to own how we price our platform, starting with our email security bundles and extending into a new wave of products we're rolling out that will need their own pricing models, including whether a consumption or credit-based approach makes sense for them. This isn't a one-time project. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- 10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity. This is a senior hire, not someone's first pricing role
- A proven track record owning pricing end to end, from recommendation to decision to implementation, rather than handing off analysis and moving on
- Direct experience with usage-based, consumption-based, or credit-pool pricing models, ideally for AI or security products
- Experience managing pricing across an existing multi-product portfolio, not just at a single product launch, including knowing when to revisit a pricing decision that's already live
- Strong quantitative and analytical skills: you can build pricing models, analyze deal and discount data, and turn that analysis into a clear, defensible recommendation
- The ability to influence senior stakeholders without having direct authority over Product, Sales, or Finance, and comfort working in a model where you make the recommendation but someone else makes the final call
More about this role
Abnormal AI is looking for a Principal, Pricing & Packaging to own how we price our platform, starting with our email security bundles and extending into a new wave of products we're rolling out that will need their own pricing models, including whether a consumption or credit-based approach makes sense for them. This isn't a one-time project. You'll continuously reassess pricing and packaging across our existing portfolio, not just when something new launches, and bring forward changes as the market and competitive landscape shift. You'll own the pricing and packaging recommendation, work with senior leadership to turn that recommendation into a decision, and then stay involved through implementation with our Sales Operations, Billing, and CPQ teams. It's a cross-functional, high-visibility role for someone who has done this before and wants to shape how a fast-growing cybersecurity company prices its products.
- Recommend packaging, pricing, and metering for our email security bundles: how many bundles we offer, what's in each one, what each costs (or the a la carte price if it stays unbundled), and what unit that price is tied to.
- Do the same for a new line of products we're...
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