Abnormal ai

Actively Hiring

Principal, Pricing & Packaging

Remote - USA

Full-time

Role Overview

Abnormal AI is looking for a Principal, Pricing & Packaging to own how we price our platform, starting with email security bundles and extending into a new wave of products requiring new pricing models.

About Abnormal ai

Abnormal AI is a fast-growing cybersecurity company expanding its AI security suite powered by behavioral AI.

Key Responsibilities

Recommend packaging, pricing, and metering for our email security bundles

Determine pricing models for a new line of products

Continuously review and reassess pricing and packaging across our full existing product portfolio

Build and run a pricing decision-making cadence with senior leadership

Work directly with Sales Operations, Billing, and CPQ teams to implement pricing decisions

Train our sales team on pricing strategy, packaging rationale, and negotiation guardrails

Analyze pricing performance, including win/loss trends, discounting patterns, deal size, and competitive positioning

Benchmark against competitors and adjacent markets

Requirements & Eligibility

10+ years of experience in pricing strategy, packaging, or monetization, ideally in B2B SaaS or cybersecurity
A proven track record owning pricing end to end, from recommendation to decision to implementation
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
Strong quantitative and analytical skills to build pricing models and analyze deal and discount data
The ability to influence senior stakeholders without having direct authority
Experience partnering with Sales Operations, Billing, and CPQ teams

Required Skills & Tech

Pricing StrategyMonetizationB2B SaaSCybersecuritySalesforce CPQFinancial Modeling