Staff Product Marketing Manager, Pricing & Packaging Lead

About the role

Who We Are

At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people.

We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you.

We're united by shared goals and shared motivations at Justworks. These are best summed up in our company values, which are reflected in our product and in our team.

Our Values

If this sounds like you, you’ll fit right in.

Who We Are

At Justworks, we help small businesses thrive by making it easier to manage HR, payroll, and benefits. By simplifying the complexities of running a business, we give our customers more time to focus on what matters most – building and growing their companies.

We bring that same focus on simplicity and continuous improvement to how we work. We’re data-driven, entrepreneurial, and always looking for ways to make our products, customer experience, and company better. Our shared values guide how we make decisions, collaborate as a team, and show up for our customers. 

Justworks is a welcoming and supportive place to do meaningful work. We care deeply about our people and offer great benefits and wellness programs, company retreats, and opportunities to learn from leaders across Justworks and the broader startup community.

If you’re excited to help build something meaningful alongside people who care about their work, their customers, and each other, we’d love to hear from you.

Who You Are

The Monetization Strategy team defines how Justworks captures the value we create for our customers, including our pricing and packaging architecture, building the capabilities required to support it, and ensuring our monetization model evolves alongside our platform and customers.=

Justworks is at an important point in that evolution. As we grow from product-based plans towards a platform-based model, we need to define not only what our future pricing and packaging model should look like, but also the research, data, technology, and operating mechanisms required to make it successful.

We are seeking a Staff Product Marketing Manager, Pricing & Packaging Lead to help architect and operationalize that future state. You will lead the evolution of our pricing and packaging model, build the analytical and operational capabilities required to support it, and take on high-impact monetization initiatives that span packaging, bundling, platform tiering, and the broader product portfolio.

This role is a good fit for someone who combines strategic thinking with analytical and operational rigor.  You should be comfortable defining a future-state packaging strategy, conducting pricing analysis, partnering with Product on billing architecture, evaluating package economics with Finance, and building the measurement systems required to understand whether the strategy is working.

Your Profile

• Platform Monetization Strategy: Help define Justworks’ future-state pricing and packaging strategy, including leading high-impact pricing and packaging initiatives across products, add-ons, bundles, and platform tiers.
• Pricing Research & Analytics: Lead pricing research initiatives, including willingness to pay studies, conjoint analysis, and elasticity modeling.
• Customer & Market Insights: Develop pricing recommendations grounded in customer value, segmentation insights, competitive benchmarking, and financial modeling.
• Experimentation: Design and & analyze pricing experiments (e.g., packaging variations, promotional tests, bundling strategies) to inform iterations and optimizations.
• Discounts & Promotions: Partner with Revenue and Finance teams to evaluate discounting trends, customer impact groups, and retention implications of pricing updates.
• Measurement & Reporting: Define the KPIs and measurement framework for pricing and packaging performance, and partner with Data & Analytics to build the dashboards, reporting, and operating mechanisms required to monitor monetization health.
• Cross-Functional Leadership: Work across Product Marketing, Product, Finance, Revenue, Data & Analytics, and leadership to turn our monetization strategy into capabilities and decisions that can be executed across the business.

How You Work

As a Staff Product Marketing Manager, Pricing & Packaging Lead, how results are achieved is paramount to your success and ultimately our success as an organization. In this role, your foundational knowledge, skills abilities, and personal attributes are anchored in the following competencies:

• Strategic Thinking: You connect individual pricing initiatives to broader company objectives and growth strategy.
• Customer-Centric Orientation: You ground recommendations in customer value and market insight – not just internal targets.
• Analytical Rigor: You are fluent in financial modeling, scenario analysis, and experimentation frameworks, and can turn data into clear recommendations.
• Operational Excellence: You drive structured execution across multiple workstreams and manage timelines effectively.
• Collaborative Mindset: You build strong partnerships across Product, Finance, Sales, Revenue Effectiveness, and Marketing.
• Clear Communication: You translate complex pricing analysis into compelling narratives and actionable decisions.
• Nimble Learning: You embrace testing and iteration, continuously refining pricing approaches based on results.
• Results-Driven: You focus on measurable impact, including revenue growth, margin performance, and customer retention.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie: Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and strongly desire to know and help others.
• Openness: Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit: You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity: Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. 
• Simplicity: Be like Einstein: “Everything should be made as simple as possible, but no simpler.”

Qualifications

• Minimum 8+ years experience in product marketing, pricing and packaging, monetization strategy, business operations, strategy consulting, finance, or revenue strategy within a SaaS or technology company.
• Demonstrated experience developing pricing recommendations for products, features, or services and translating analysis into actionable business decisions.
• Strong analytical and financial modeling capabilities, with experience evaluating revenue impact, retention implications, and margin tradeoffs.
• Experience using customer research, competitive intelligence, and market data to inform pricing decisions.
• Experience developing scalable pricing frameworks, processes, or guardrails; experience with discounts, promotions, or fee strategy is a plus.
• Proven ability to influence cross-functional stakeholders without direct authority.
• Excellent written and verbal communication skills, with the ability to translate complex analyses into clear recommendations.

The base wage range for this position based in our New York City Office is targeted at $188,000.00 - $242,000.00 per year.

#LI-Hybrid #LI-AM2

Use of AI Tools. We may use artificial intelligence and other automated tools to process your personal information as part of the recruitment process. For example, we may use these tools to record, transcribe, and summarize interviews, to help organize and review applications, and to help us assess candidates by comparing their skills, experience, and qualifications against the criteria for open roles. These tools support, but do not replace, human review. We do not make hiring decisions based solely on automated processing, and all final hiring decisions are made by Justworks recruiters and hiring managers. Depending on where you reside, you may have rights regarding our use of automated tools. For more information, please contact us at [email protected].

Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location.  Salary ranges for positions based in other locations may differ based on the cost of labor in that location. 

For more information about Justworks’ Total Reward Philosophy, including all of the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks. 

Diversity At Justworks

Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers.

We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you're in need of a reasonable accommodation, please reach out to us at [email protected]. Your comfort and success matter to us, and we're here to ensure an inclusive experience.

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