Pricing Director

About Dialpad Dialpad is the AI-native business communications platform. We unify calling, messaging, meetings, and contact center on a single platform - powered by AI that understands every conversation in real time. More than 70,000 companies around the globe, including WeWork, Asana, NASDAQ, AAA Insurance, COMPASS Realty, Uber, Randstad, and Tractor Supply, rely on Dialpad to build stronger customer connections using real-time, AI-driven insights. We’re now leading the shift to Agentic AI: intelligent agents that don’t just analyze conversations but take action by automating workflows, resolving customer issues, and accelerating revenue in real time. Our DAART initiative (Dialpad Agentic AI in Real Time) is redefining what a communications platform can do. Visit dialpad.com to learn more. Being a Dialer At Dialpad, AI isn’t just a feature; it’s how our teams do their best work every day. We put powerful AI tools in every employee’s hands so they can move faster, think bigger, and achieve more. We believe every conversation matters. And we’ve built the platform that turns those conversations into insight and action, for our customers and ourselves. We look for people who are intensely curious and hold themselves to a high bar. Our ambition is significant, and achieving it requires a team that operates at the highest level. We seek individuals who embody our core traits: Scrappy, Curious, Optimistic, Persistent, and Empathetic. Your role As the Pricing Director, you’ll play a crucial role in defining and operationalizing the pricing and commercial go-to-market strategy for Dialpad’s entire portfolio of products. Additionally, you will collaborate cross-functionally with Product, Sales, Marketing, and Finance to drive alignment around our strategies and own the ongoing refinement and optimization of those strategies to support short- and long-term business objectives. As an individual contributor, you will work with teams across the organization to troubleshoot pricing inconsistencies and identify opportunities for operational improvement. This position reports to our VP of Product Management and has the opportunity to be based in our San Ramon Office with a hybrid schedule. What You'll Do Lead the development of pricing and packaging strategies, incorporating willingness to pay, product strategy, competitive differentiation, and financial analysis to ensure our pricing models maximize customer value and optimize revenue. Drive alignment and lead the operationalization of your strategies across Product, Sales, Marketing, and Finance. Analyze sales, customer, product, and financial data to identify opportunities, design and test those hypotheses, and foster a culture of fact-based decision-making. Partner with Product to understand product strategy and roadmap, supporting the product requirements process with market research and pricing and packaging considerations. Partner with Sales to understand the sales motion, customer feedback, and value-based buying decisions to reduce friction in the sales process. Monitor and measure pricing strategies to evaluate growth, uncover friction, and refine strategies over time, identifying opportunities to improve current processes and infrastructure. Create and manage systems and processes that enable analytics of list, discounting, and “street” pricing trends, including the expected mix of direct and channel (sell-with and sell-through) sales. Determine pricing in the company’s sell currencies, including policy for how these international prices are adjusted for local market dynamics and foreign exchange fluctuations. Study potential price elasticity, including cross-price elasticity within the company’s product portfolio and versus the company’s competitors. Perform periodic deep analysis of competitive pricing and determine how to best optimize the company’s pricing programs to maximize street price and gross margin for Dialpad. Develop strategies and agreement constructs that help us address customers’ unique requirements and win agreements at the right price and at scale. Work with various cross-functional teams to assess, define, optimize, and scale pricing opportunities for existing and new markets. Skills you'll bring 10+ years of experience as a pricing leader at a cloud software company or top-tier consulting firm with a focus on pricing engagements. Experience at a fast-growth, emerging cloud software company where you were responsible for creating and maintaining pricing optimization programs. Deep understanding of pricing governance, sales negotiation, and monetization strategies. Experience at a large, public cloud software company. An entrepreneurial mindset to guide best-in-class pricing practices across the company. A proactive influencer who can seek out new opportunities, drive projects, navigate ambiguity, and develop creative solutions with minimal guidance. Ability to collaborate and influence across different teams in the organization. Bachelor of Science, Bachelor of Administration, or equivalent. An advanced degree (e.g., MBA) is a plus, but not required. For exceptional talent based in California the target base salary range for this position is posted below. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the target range for new hire salaries for the position. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. California Salary Range $173,500—$219,250 USD Why Join Dialpad Work at the center of the AI transformation in business communications Build and ship agentic AI products that are redefining how companies operate Join a team where AI amplifies every employee’s impact Competitive salary, comprehensive benefits, and real opportunities for growth We believe in investing in our people. Dialpad offers competitive benefits and perks, cutting-edge AI tools, and a robust training program that help you reach your full potential. We have designed our offices to be inclusive, offering a vibrant environment to cultivate collaboration and connection. Our exceptional culture, repeatedly recognized as a Great Place to Work, ensures that every employee feels valued and empowered to contribute to our collective success. Don’t meet every single requirement? If you’re excited about this role and possess the fundamental traits, drive, and strong ambition we seek, but your experience doesn’t meet every qualification, we encourage you to apply. Dialpad is an equal-opportunity employer. We are dedicated to creating a community of inclusion and an environment free from discrimination or harassment.