Black Duck Software, Inc. - Pricing Strategist & Market Intelligence Manager
Requirements
• 3+ years of experience in pricing strategy, revenue strategy, product pricing, or a closely related function within enterprise SaaS or software • Demonstrated ownership of list pricing — including rate card design, tier structure, and pricing governance — not just analysis in support of pricing decisions • Experience developing competitive intelligence programs with a direct connection to commercial outcomes, not purely research or analyst functions • Strong analytical skills with the ability to build pricing models, margin analyses, and segmentation frameworks from scratch in Excel or equivalent tools • Proven ability to translate quantitative analysis and market research into clear, executive-ready recommendations with a defensible point of view • Experience working cross-functionally with Product, Product Marketing, Finance, and Sales in a collaborative but structured model • Comfort operating as a high-impact individual contributor — you are the function, not the manager of the function, and you take ownership accordingly • Experience in cybersecurity, DevSecOps, or application security markets — or in a comparable technical B2B software environment with complex buyer dynamics • Familiarity with software composition analysis, SAST, DAST, or related AppSec product categories and their competitive landscapes • Experience working within a Revenue Operations or Finance-aligned structure, as distinct from a Sales-embedded or Product-embedded pricing role • Exposure to monetization model design — evaluating and recommending between seat-based, consumption-based, application-based, or enterprise license structures • Proficiency in Salesforce for data pulls and segmentation analysis; familiarity with BI tools (e.g., Tableau, Power BI) a plus • Leadership & Behavioral Profile • Analytically rigorous with strong intellectual honesty — you distinguish between what the data shows and what you think, and you are transparent about both • Commercially credible — you understand how enterprise software is sold, not just how it is priced, and that context shapes the quality of your recommendations • Highly organized and self-directed; you build your own structure, manage your own deadlines, and produce consistent outputs without being managed toward them • Effective communicator with the ability to present complex pricing and market analysis to senior audiences clearly and without unnecessary hedging • Collaborative but opinionated — you work well with Product, Finance, and Sales while being willing to advocate for a position when the data supports it • Black Duck Software is a leading cybersecurity company helping organizations identify, manage, and remediate open source vulnerabilities within their applications. Through advanced code scanning and software composition analysis, we enable development and security teams to ship software with confidence. Our customers span Global 2000 enterprises across financial services, technology, healthcare, and government sectors. • $94,000—$130,000 USD
Responsibilities
• Serve as the primary pricing and market intelligence resource for Sales leadership, providing deal-level guidance on pricing strategy for complex or strategic opportunities • Partner with Finance to ensure list pricing supports target gross margin thresholds and that pricing model changes are modeled for revenue impact before implementation • Contribute to annual planning processes by providing market-informed inputs on pricing assumptions, segment opportunity sizing, and competitive dynamics • Build pricing and intelligence tools, templates, and dashboards that make your analysis accessible and actionable for Sales, Finance, and Product stakeholders • Operate with a strong publication and communication cadence — your value is only realized if stakeholders can act on what you produce
Benefits
• $94,000—$130,000 USD
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