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:

• 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.
• 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
The list below describes our ideal candidate. Don't be discouraged if you don't meet all the criteria:

• 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.

Compensation and relocation support
We offer a
gross annual compensation between €50,000 and €70,000
, depending on seniority and experience. This amount includes both
base salary and a variable component
tied to business and performance objectives. You'll also receive a
generous Stock Option Plan (SOP)
.

At Factorial, we know talent is global

That's why we offer a
Relocation Package
to support candidates moving to Spain. For international hires, we also assist with the
Spanish Inbound Tax Regime (known as the Beckham Law)
, which allows eligible professionals relocating to Spain to be taxed at a flat rate (around
24%
on Spanish-sourced income). We handle the process and paperwork, making relocation seamless and financially rewarding.

Additional Perks And Benefits

• High growth, multicultural and friendly environment
• Save expenses with Cobee and get your salary in advance with Payflow
• Healthy life with Gympass and Alan as private health insurance
• Language classes with Yolk Academy
• Syra discounts, Nora & Apeteat lunch
• Breakfast in the office, organic fruit and free caffeine and theine
• Flexible schedules , pet Friendly and no dress code
• WFH days