The Challenge
Justworks is evolving from single-solution HR platform into multi-solution offering, and pricing & packaging is the key growth lever. You'll own the monetization strategy that drives adoption, retention, and revenue while building customer trust across a complex product portfolio.
Your Mission
Map current pricing model gaps vs. competitive landscape; deliver segmentation analysis across customer cohorts (SMB, mid-market, enterprise) with willingness-to-pay insights
Design and scope 2-3 pricing experiments (packaging variations, tier restructuring, bundle tests) with success metrics and rollout timeline
Partner with Product and Finance to audit discounting trends, calculate revenue leakage, and recommend policy changes with 90-day impact projection
Build internal playbook: pricing principles, decision framework, and cross-functional communication template for ongoing P&P alignment
Execute and analyze results from 3+ pricing experiments; recommend 1-2 major packaging or tier changes backed by statistical significance and revenue modeling
Launch pricing research program: conduct conjoint analysis and elasticity modeling for 2+ product lines to inform long-term strategy
Lead GTM for pricing/packaging updates across 2+ product launches or major expansions; measure adoption, churn impact, and NRR lift
Establish quarterly pricing health dashboard tracking: net revenue retention, packaging mix shift, customer willingness-to-pay trends, and discounting variance by segment
KPIs You'll Own
Net Revenue Retention (NRR)
Track lift from pricing optimizations and packaging changes month-over-month and cohort-based.
Packaging Mix Shift
Monitor adoption rates and revenue contribution by tier, bundle, and add-on to validate packaging strategy.
Pricing Experiment Lift
Measure conversion, ARPU, and retention impact from each pricing test vs. control groups.
Customer Churn by Segment
Evaluate retention implications of pricing changes across SMB, mid-market, and enterprise cohorts.
Discount Variance
Track ACV vs. list price by customer segment and sales channel to inform pricing guardrails.
Tools & Stack
Your Team
Your Manager
Head of Pricing & Packaging
Current Team
Not specified; inferred cross-functional partnerships with Product, Finance, Revenue, Strategy, and PMM teams
New role or backfill-not specified
The Package
Salary
$130K-$160K
Remote
On-site, New York, NY
Benefits & Perks
Company Intelligence
Justworks is a multi-solution HR and business operations platform helping early-stage and growth companies focus on their core business. Data-driven, iterative culture with a mission to simplify HR and compliance. Transitioning from single-product to platform monetization model.
Culture
Startup-like, values-driven, data-centric, collaborative
Is This Role For You?
- You thrive on rigorous analysis and love translating data into pricing strategy recommendations
- You've driven pricing experiments or monetization initiatives that moved revenue metrics
- You enjoy working in ambiguity and love partnering across Product, Finance, and Sales to solve complex problems
- You're motivated by long-term customer trust alongside short-term revenue optimization
- You're uncomfortable with A/B testing, statistical rigor, or data-driven decision-making
- You prefer execution-heavy roles over strategic analysis and modeling
- You need 100% remote flexibility-this is on-site in New York
Interview Process
Screening call
Conversation with recruiter on pricing background, analytical mindset, and Justworks fit
Case study or take-home
Likely pricing strategy scenario, financial modeling, or packaging recommendation exercise
Interviews with Head of P&P and cross-functional leads
Deep dive on past pricing work, collaboration style, and approach to experimentation and research
Ready when you are
Interested in this role?
Apply now and hear back within days, not weeks.
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Context
About Product Marketing roles
Product marketers are the bridge between product and market. They own positioning, messaging, go-to-market launches, competitive intelligence, and sales enablement. The best PMMs make complex products feel simple.