Director, Pricing Strategy

Shape the Future of Monetization: Director, Pricing Strategy - AI & Consumption Models As AI fundamentally reshapes the software landscape, the traditional "per-seat" SaaS business model is evolving and creating hybrid opportunities. We are seeking a Director of Pricing Strategy to lead our monetization evolution, architecting and executing our strategic transition from named-user licensing to incorporate multifaceted dynamic, AI-native consumption models. In this critical leadership role, you will architect and execute our strategic transition from only named-user licensing to incorporate multifaceted dynamic, AI-native consumption models to our existing models. You will bridge the gap between our engineering infrastructure, product management, and go-to-market execution, ensuring we monetize all our capabilities profitably while aligning our pricing directly with the value our customers receive. About Us Trimble is a global technology company that connects the physical and digital worlds, transforming the ways work gets done. With relentless innovation in precise positioning, modeling and data analytics, Trimble enables essential industries including construction, geospatial and transportation. Whether it helps customers build and maintain infrastructure, design and construct buildings, optimize global supply chains or map the world, Trimble is at the forefront, driving productivity and progress. For more information about Trimble (Nasdaq:TRMB), visit: Key Exciting Responsibilities Drive the end-to-end strategic shift from a traditional seat-based subscription model to hybrid or pure consumption-based pricing models like credit drawdowns, token metering, or compute-based tiers. Define optimal pricing vectors for AI features, determining when to charge by the token, compute time, API call, or agentic outcome. Partner with Engineering and Finance to model the volatile costs of AI infrastructure against customer willingness-to-pay, ensuring strong gross margins at scale. Design advanced sales plays, ROI calculators, and usage estimation frameworks to help enterprise sales teams confidently pitch and negotiate consumption commitments. Collaborate with RevOps, Engineering, and Finance to ensure complex metered pricing integrates smoothly with billing, CPQ infrastructure, and evolving financial recognition policies. Essential Skills & Experience Proven track record of leading a B2B software company through a monetization transition from seat-based pricing to consumption, metered, or hybrid pricing models. Deep understanding of AI unit economics, including token processing, inference minutes, and compute costs. Exceptional quantitative and financial modeling capabilities with hands‑on experience using advanced Excel, SQL, or Python to analyze complex usage data. Demonstrated cross-functional leadership skills with the ability to build consensus across Executive, Product, Sales, and Finance teams. Hands‑on experience working with modern metered billing systems such as Stripe Billing, Metronome, or Zuora, alongside Salesforce CPQ. Bonus Points For Previous pricing leadership experience at an AI infrastructure company, data platform, or hyperscaler. Familiarity with outcome‑based pricing models for autonomous AI agents or market equilibrium modeling. Corporate Finance, FP&A, Mathematics, Statistics, or Operations Research experience. Master of Business Administration (MBA) or equivalent advanced degree. Logistics Location: Westminster, CO, Hybrid. Travel Requirement: 10%. Why You'll Love Working With Us At Trimble, we're not just a company that "does good"—we are a team dedicated to making a tangible, positive Real‑World Impact. We build innovative solutions designed to solve the world's most critical challenges. From construction sites to transportation hubs, our work tangibly improves how people live, build, move, and grow. You'll work on projects that truly matter: Our purpose‑driven culture means you'll be helping to build and deliver solutions that make work faster, safer, and more sustainable for millions of people worldwide. Our impact is tangible, from connected machines that save fuel to data‑driven insights that reduce waste. Collaborate with like‑minded people: Our strong internal culture is a hidden gem. You will work with a collaborative, supportive team that shares your purpose and fosters a genuine sense of belonging. We're a company of visionary pragmatists who think boldly and build things that work. Be an owner: Trimble thrives on individuals who take initiative and embrace ownership. #J-18808-Ljbffr