Pricing & Packaging Lead

Hello
At Factorial, we’re building the leading Business Management platform for SMBs. Our software helps companies manage HR, Finance, and Operations — everything from payroll to performance to expenses — in one place.
We’re one of Europe’s fastest-growing SaaS companies (1M+ users, 1,400 employees, 7 markets), backed by top-tier investors and proudly headquartered in Barcelona.
Our next chapter? Reaching €1B ARR within the next three years. Pricing and packaging our products the right way and understanding our competitive landscape plays a critical role in making our multi-product vision a reality. That’s where you come in.
Why you should join
You’ll own how we price, package, and competitively position products at all life stages — from brand-new launches, to mature products used by 10,000+ companies. Today, Factorial has 18 products across HR, Talent, Payroll, Finance, and AI — with more on the way.
This is one of the most high-impact and strategic roles at Factorial, directly influencing revenue, profitability, and product success across the company. Ever wonder what a 10% change in ACV could mean? At Factorial, it can translate into millions in ARR.
The team
You’ll be part of the Product Marketing & Growth team and report directly to Carmen, Senior Director of Product Marketing.
You’ll collaborate daily with Sales, Product, Marketing, Finance, Customer Experience, and Operations — ensuring all teams are aligned around how we price, package, position, and grow our products. In practice, the whole company is your extended team.
Your Mission
**This is a senior IC role with two core missions**:
1. Maximize revenue through pricing and packaging. This means not only pricing each product effectively, but also designing the right combinations of products for each ICP to drive adoption and value.
2. Be the go-to person for competitive intelligence. You'll synthesize market and competitor insights into actionable recommendations that support pricing, product, and GTM strategy.
**You will**:

- Own Factorial's global pricing and packaging strategy, working across products in HR, Talent, Payroll, Finance and AI.
- Model, forecast, and test pricing and bundling changes across different countries, customer segments, and product tiers.
- Analyze each product line performance to identify bottlenecks and growth opportunities, delivering recommendations that drive top-line impact.
- Drive pricing strategy for product launches and packaging iterations, backed by CI and quantitative insight
- Track pricing performance through metrics like ARPU, ACV, PEPM, and win/loss insights to inform strategy.
- Run end-to-end implementation of new pricing structures and packaging logic, coordinating across Product, Engineering, Sales, CX, and Finance.
- Conduct market and competitor benchmarking, identifying where we win, lose, and how we should respond.
- Partner with the GTM team to develop battlecards, positioning guides, and objection-handling tools that increase win rates.

What We’re Looking For
- 5+ years of experience in pricing, monetization, strategy, or business operations in a B2B SaaS environment.
- Proven ability to build pricing models and financial forecasts that drive strategic decisions.
- Experience with packaging design, bundling strategies, or pricing experimentation.
- Strong analytical and modeling skills (Excel/Sheets required; SQL is a plus).
- Comfort navigating multi-product, multi-market environments with different local needs.
- Strong communication and project management skills; ability to lead without authority.
- Familiarity with competitive intelligence techniques and market research frameworks.
- Ability to operate independently, manage complexity, and work cross-functionally.
- Fluent in English.

**Big pluses**:

- Experience implementing pricing logic in billing systems.
- Background in HRTech, FinTech, or other vertical SaaS.
- Fluency in additional European languages (Spanish, French, German, etc.).
- Experience using AI tools to enhance research, modeling, or competitive analysis workflows.