Description
AI Pricing Strategist
The Opportunity
As a Principal AI Pricing Strategist supporting Blackbaud’s Product Organization, you will partner directly with Product P&L owners to design, test, and scale monetization for new innovative pricing models including AI enabled capabilities across our portfolio. You’ll own the pricing and packaging due diligence process for assigned product lines, guiding the evolution from adoption oriented approaches to sustainable, value aligned monetization as customer use cases and technology maturity progress. Your work will balance customer value, willingness to pay, and cost to serve with clear operational guardrails, ensuring price realization and healthy product margins while accelerating sustained customer adoption.
Our models span license based, usage based, outcome/performance based, and hybrid constructs commonly used in SaaS and AI monetization. We approach monetization as an iterative journey. Pricing models and packaging should evolve as adoption, capability complexity, and customer value realization increase. As such this role requires agile thinking, decision making and actionable execution plans as we continue to evolve our monetization strategy across products, services and transactional offerings.AI monetization is a moving target. We believe models and packaging should evolve as value realization and customer sophistication grow, balancing adoption with disciplined price capture and margin health. This role ensures our product leaders have a trusted partner to navigate that evolution with data, experiments, and operational excellence.
What You’ll Do
Act as the pricing lead for assigned product lines. Define and test new AI packaging and pricing strategies and recommend when to prioritize adoption vs. direct monetization
Partner with Product GMs/P&L owners to build a multiphase monetization roadmap that evolves with usecase maturity setting decision gates, KPIs, and guardrails for when to pivot from trial/adoption to scaled monetization.
Design and model pricing constructs and run sensitivity scenarios that incorporate AI cost drivers to protect margins
Define telemetry requirements and entitlement controls that enable scalable usage management and predictable economics.
Lead concept testing, A/B pilots, and controlled rollouts; synthesize customer feedback to refine offers and price fences.
Collaborate with Deal Desk, Finance, and Legal to translate pricing policies into operational workflows that increase approval velocity without sacrificing governance.
Create rate cards, SKU structures, discount guidelines, and upgrade pathways; train Product Management and GTM on the “how” and “why” behind AI pricing decisions.
Own price realization and margin outcomes. Monitor attach rates, price capture, usage vs. entitlement, and costtoserve; recommend continuous improvements to maximize value capture while maintaining customer trust.
Requirements
What we'll want you to have
7+ years in pricing strategy/product monetization for SaaS; 2+ years working on AI enabled products
3+ years demonstrated results in development, test and launch of license based, usage based, outcome/performance based, and hybrid pricing models; ability to select and adapt constructs over time.
Strong financial modeling incorporating AI model/token economics and inference cost variability.
Experience partnering with Product GMs/P&L owners and influencing crossfunctional teams (Product, Finance, Legal, Sales Ops/Deal Desk) without formal authority.
Familiarity with SaaS O2C, entitlement/metering, CPQ, and data/telemetry instrumentation for pricing analytics.
Exceptional communication skills—able to translate complex pricing tradeoffs into clear, customer centric narratives.
