Senior Manager, Pricing Strategy & Execution

The Team You'll Work With

You’ll be joining our GTM Strategy team as a Senior Manager in Pricing Strategy, supporting all 3 business units: Corporations, Venture Capital and Private Equity. 

This team is part of the broader Strategy & Business Operations team, partnering closely with business leaders across sales, marketing, product, and operations  to drive revenue, efficiency, and customer experience. 

The Problems You'll Solve

At Carta, our employees set out on a mission to unlock the power of equity ownership for more people in more places. We believe that the problems we solve today unlock the opportunities of tomorrow. 

We are launching new products and monetization strategies at a pace we have never had before. We need a creative, data-driven monetization expert to come lead our pricing, packaging, and monetization strategies across the business. You will work cross-functionally with our product and business teams to help drive growth and customer value. 

As a Senior Manager in Pricing Strategy, some of the immediate problems you will solve include: 

• Develop and refine our pricing and packaging strategy across our product tiers and business units based on customer segmentation, market dynamics, and competitive research


• Conduct pricing experiments (e.g., A/B testing, value-based pricing tests) to determine optimal packaging, discounting, and feature gating strategies


• Partner closely with Product and GTM teams to align pricing with customer value delivery and feature differentiation


• Build and maintain pricing models and tools to forecast revenue impact and guide executive decision-making


• Analyze customer behavior, retention, and willingness to pay using surveys, interviews, usage data, and win/loss analysis


• Lead annual price reviews and support new product launches with pricing and packaging recommendations


• Establish pricing guardrails, approvals for custom pricing, and discount policies for deals


• Create sales tools (e.g., calculators) and training material (with enablement)


• Stay current with industry trends, competitive benchmarks, and SaaS pricing best practices

About You

You are deeply passionate about monetization strategy and you have an unquenchable curiosity. You can parse the insights from dense information and have the ability to translate raw data into actionable strategies. You love thinking about product and have: 

• Deep understanding of B2B SaaS monetization models including per-seat, usage-based, freemium, and hybrid structures


• Familiarity with frameworks such as Willingness to Pay and Conjoint Analysis


• Experience conducting pricing sensitivity analyses, packaging design, or GTM readiness


• A strategic mind that can understand a complex business and develop innovative and creative solutions. 


• Robust analytical skill set with demonstrated experience driving robust actionable insights across a modern data stack (e.g., Salesforce, Tableau, Power BI, SQL)


• An owner mentality: You take pride in your work and view what you do as a part-owner and builder of Carta. 


• Strong execution ability: you can own the lifecycle of a project from start to finish, and are constantly looking for ways for us to improve. 


• High intellectual horsepower and EQ.

You likely have experience in venture, consulting, or academic research. 

At Carta, you’re not just an employee. You’re a builder who is creating  infrastructure that accelerates innovation and empowers more ownership. Cartans are helpful, relentless, unconventional and kind; representing Carta’s Identity Traits. They work collaboratively and cross functionally  to challenge the status quo; working towards a common goal of creating more owners in the private markets. 

Salary

Carta’s compensation package includes a market competitive salary, equity for all full time roles, exceptional benefits, and, for applicable roles, commissions plans. Our minimum cash compensation (salary + commission if applicable) range for this role is $177,000 - $222,000. Final offers may vary from the amount listed based on geography, candidate experience and expertise, and other factors.