Product Pricing Lead

Our Product Pricing & Monetization team defines the economic model behind how Shopify creates and captures value across its entire product suite, from merchant subscription plans and Shopify Payments to Financial Services, Retail, and the next generation of AI-powered commerce. We operate at the intersection of product and commercial, and we work alongside Product, Finance, and Growth to shape decisions that directly move Shopify's revenue trajectory. We move fast, and we own our work end to end. That means building the financial model, securing exec alignment, and executing the launch, not handing off between specialists. If you want to sit at the strategy table and pass the work downstream, this isn't the right role. If you want to do all of it, we should talk. This is a generalist monetization role. You'll carry a portfolio of initiatives across product areas, the exact mix shifts with business priorities, but the mandate stays constant: define how we price, model the impact, and make it happen. Responsibilities: Owning pricing and packaging strategy across a portfolio of product areas, structuring how Shopify creates and captures value from merchants across every stage of their journey Building the commercial analysis that underpins pricing recommendations; scenario modeling, margin analysis, and sensitivity testing, working in close partnership with Finance, who own the revenue forecast Developing and executing go-to-market strategy for pricing initiatives, merchant segmentation, rollout sequencing, sales and channel enablement, and merchant communications Driving pricing operations: establishing pricing policies, decision frameworks, internal guidelines, and governance documentation that scale across the organization Leading qualitative and quantitative research, competitive benchmarking, willingness-to-pay studies, and merchant interviews, to ground pricing decisions in evidence Managing cross-functional pricing initiatives from problem framing through exec approval and go-to-market; acting as a trusted decision-driver with stakeholders up to the SLT, including preparing and presenting CEO/CFO-level recommendations Supporting commercial and partnership economics where monetization strategy intersects with major third-party relationships Qualifications: 8+ years of experience in pricing strategy, product management, management consulting, or corporate strategy, with at least 3+ years of direct pricing & packaging ownership at a technology or SaaS company Demonstrated tri-fecta capability: able to move fluently between pricing strategy, financial modeling, and go-to-market execution across Product, Finance, Engineering, Legal, and Sales, without needing to hand off between functional owners Strong financial modeling skills: you build your own models from first principles, size opportunities and risks, and can defend your assumptions under scrutiny in front of Finance and exec stakeholders Go-to-market experience: you've taken pricing changes from strategy through to implementation, including merchant or customer communications, rollout plans, and commercial enablement materials Operational instinct: you document what you build, create frameworks others can use, and proactively identify where process is missing before it becomes a problem A proven track record of developing pricing strategies; including value-based approaches, willingness-to-pay research, and competitive benchmarking for complex, multi-tiered products at a scaling or high-growth company The ability to communicate complex tradeoffs clearly and confidently to both technical and executive audiences A self-starter mentality: you identify where to add value before being asked, and you thrive on pace rather than endure it Nice to have: Background in fintech, payments, or financial services pricing Experience pricing AI-driven, usage-based, or outcome-based products Experience in a global role with regional pricing complexity (EMEA, APAC, Americas) Prior operator experience at a high-growth commerce, marketplace, or platform company