Senior Pricing & Strategy Specialist

Company: OneTrust
Location: San Francisco
Posted on: February 16, 2026

Job Description:

Job Description Job Description Strength in Trust OneTrust's mission is to enable innovation through the responsible use of data and AI. We believe that ensuring data is trusted shouldn't slow teams down—it should accelerate what's possible. This led us to develop the first technology platform for responsible data use in 2016. Today, with AI representing the latest and most impactful expansion of data yet, OneTrust is once again redefining what responsible innovation looks like. OneTrust, the AI?Ready Governance Platform™, unifies regulatory intelligence, automation, and connected governance workflows so businesses can continue to move at the speed of AI while ensuring good governance to prevent data misuse at scale. Trusted by thousands of organizations worldwide, OneTrust is shaping the future where trusted data becomes a transformative force for business and society. The Challenge OneTrust serves a diverse, global customer base with a fast-evolving portfolio of solutions that span privacy, consent, AI governance, tech risk, and third-party management. Pricing must keep pace with the rapid innovation across these diverse solutions and balance customer value with sustainable monetization to fuel growth and continued investment in further innovation. Your Mission As a Senior Pricing & Strategy Specialist, you will collaborate with Product, Marketing, Sales, and Finance to design pricing and packaging strategies that maximize customer value and support OneTrust's growth. You will combine internal data analysis, external market trends, and business objectives to develop strategic recommendations and lead their implementation. Identify Opportunities : Analyze historical pricing performance, segment differences, competitor moves, and market signals to drive revenue growth and design pricing model improvements. Analysis to Strategy: Transform research into strategic proposals, such as packaging new offerings or optimizing existing pricing models, then forecast the impact of proposed changes. Proposals to Reality : Partner with product and go-to-market leaders to implement price changes. Create clear, value-focused sales materials (offering overviews, ROI calculators, CPQ logic) to educate GTM teams and realize the value you identified in your proposals. Innovation Monetization : Assess willingness-to-pay and recommend monetization strategies for newly released features and products; guide Product teams' roadmap prioritization through ROI analysis. Targeted Sales Plays: Collaborate with GTM Strategy, Sales Programs, and Deal Desk to launch targeted sales plays that drive revenue growth, contributing your understanding of customer segmentation, willingness to pay, and competitive differentiation to improve play effectiveness. AI-Driven: Leverage AI tools to synthesize data and streamline strategy development. You Are You have experience running pricing & packaging analysis with a proven track record of successful pricing initiatives at Enterprise B2B SaaS companies. Fluent in SaaS monetization : 4–7 years in B2B SaaS pricing or related functions (Strategy, Finance, Deal Desk). Insight-Driven Storyteller : A clear communicator who can wade into complexity and translate into simple, persuasive, data-backed narratives. Essential Insights: You excel at uncovering and delivering clear, actionable insights that simplify complex trade-offs for executives and drive initiatives forward. Balance of Rigor & Speed : Strong modeling skills (Excel, Power BI, SQL); familiarity with value-pricing tools (quantitative & qualitative research techniques, competitive research, financial analysis, deal review). Naturally Cross-Functional : You build trust with Product, Sales, Finance, Operations, and Customer Success stakeholders as an everyday practice; you love fast feedback loops and test?and?learn. Naturally Cross-Functional: You consistently build trust with Product, Sales, Finance, Operations, and Customer Success stakeholders throughout initiatives; you love fast feedback loops and a test-and-learn approach. Education: BS in a relevant field; advanced degree preferred. Tools: Excellent PowerPoint skills; proficient with Salesforce and enablement platform; experience translating price logic into system requirements - CPQ/DealHub familiarity a plus. Extra Awesome Project ownership of packaging, price setting, and/or discount governance initiatives from framing to research and proposal to implementation. Experience with pricing structures for platforms, multi-offering portfolios, and/or tiered solution packages Involvement with implementing license metrics, in-app license consumption reporting, and/or governing license metric overages. Previous success transitioning customers from legacy pricing models to new pricing to optimize customer value while minimizing disruption. Developed sales collateral (pricing overviews, playbooks, calculators, FAQs, trainings) that improved deal performance. Background at a privacy, compliance, security, risk, or data governance software company. For California, Colorado, Connecticut, Nevada, New York, Rhode Island, and Washington-based candidates: the annual base pay range for this role is listed below. Within this range, individual pay is determined by several factors, including location, job-related skills, work experience, and relevant education and/or training. This role may also be eligible for discretionary bonuses, equity, and/or commissions, as well as benefits. Salary Range $104,325—$156,487.50 USD Where we Work We are embracing an office-first culture, encouraging three days a week in office for most roles, with meaningful opportunities to collaborate and celebrate in person. Each role may have specific requirements or flexibility depending on the scope of the position, so we encourage you to verify this with your recruiter during your first interview. Benefits As an employee at OneTrust, you will be part of the OneTeam. That means you'll receive support physically, mentally, and emotionally so that you can do your best work both in and out of the office. This includes comprehensive healthcare coverage, flexible PTO, equity RSUs, annual performance bonus opportunities, retirement account support, 14 weeks of paid parental leave, career development opportunities, company-paid privacy certification exam fees, and much more. Specific benefits differ by country. For more information, talk to your recruiter or visit onetrust.com/careers. Resources Check out the following to learn more about OneTrust and its people: OneTrust Careers on YouTube @LifeatOneTrust on Instagram Your Data You have the right to have your personal data updated or removed. You also have the right to have a copy of the information OneTrust holds about you. Further details about these rights are available on the website in our Privacy Overview . You can change your mind at any time and have your personal data removed from our database. In order to do this you must contact us and let us know you wish to be removed. The request should be made on the Data Subject Request Form. Recruitment fraud warning: OneTrust is aware of scams involving false offers of employment with our company. The fraudulent jobs, interviews and job offers use fake websites, email addresses, group chat and text messages. Be aware that we never ask candidates for personal information, IDs or bank information during the interview process. We do not interview prospective candidates via instant message or group chat, and do not require candidates to purchase products or services, or process payments on our behalf as a condition of any employment offer. Please note that any legitimate interview availability requests will come directly from a OneTrust recruiter with an "@onetrust.com" email address. You may also receive legitimate emails from "@us.greenhouse-mail.io". Recruiters will only reach out to candidates who have applied for a role through our ATS (Greenhouse) or prospects via LinkedIn InMail. Job offers will come from a recruiter and may have a "@docusign.net" email address. For more information or if you have been targeted please reach out to askrecruiting@onetrust.com. Our Commitment to You When you join OneTrust you are stepping onto a launching pad — the countdown has begun. The destination? A career without boundaries working alongside a diverse and inclusive crew who is passionate about doing meaningful work. As a pioneer, your voice and expertise will help chart the direction of an entirely new category. Our commitment to putting people first starts with you. Your growth is part of the mission. Our goal is to give you the power to embark on the next phase of your uniquely, unique career. OneTrust provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by local laws.

Keywords: OneTrust, North Highlands , Senior Pricing & Strategy Specialist, IT / Software / Systems , San Francisco, California