Director, Pricing & Packaging

Why Box needs you

Box is evolving in terms of pricing and packaging – taking our more straightforward, seat-based model and augmenting it with API-call-base and AI-driven consumption. The Director, Pricing & Packaging will help Box navigate the shift from traditional enterprise software pricing towards consumption-based pricing tied to AI usage, units, platform activity, costs, and business value.

The impact of this leader will be both strategic and operational. They will bring analytical rigor to pricing model design while helping cross-functional teams align around recommendations, tradeoffs, and implementation. Success will depend not only on building the right model, but also on clearly articulating the business context and strategy behind pricing recommendations to senior leaders.

This is an individual contributor role reporting into our Vice President, Product Marketing. This role will be hybrid based in our Redwood City, CA global HQ three days per week.

Your impact at Box

The Director, Pricing & Packaging will own a strategic and execution-oriented pricing function focused on helping Box modernize its pricing approach. Key responsibilities include:

- Lead the evolution of Box’s pricing model from a primarily seat-based approach to more complex platform, usage, and AI consumption-based models.

- Develop pricing models for AI usage and consumption units that make sense for Box’s business as the traditional seat-unit model becomes less central.

- Partner closely with key stakeholders across Product, Engineering, Finance, Controllership, GTM, and executive leadership to roll out pricing models that are analytically sound and commercially viable.

- Build rigorous pricing analyses using strong quantitative skills, including modeling, spreadsheets, regression, intake analysis, cost considerations, and business-case development.

- Translate complex pricing work into a clear business story that helps executives and partner teams understand the recommendation, rationale, tradeoffs, and expected impact.

- Operate effectively in ambiguity, bringing structure to complex, evolving problems where the path forward may not yet be fully defined.

- Drive alignment and implementation, not just strategy, by working through operational challenges, influencing cross-functional teams, and bringing stakeholders along.

- Understand and articulate how AI models are priced, why those pricing structures matter, and how they affect Box’s business economics.

Who you are

Box executives are engaged, passionate leaders who prioritize customer centricity, innovation, and growth. As an AI-first company, XLT members bring a growth mindset and proactively leverage AI to make faster, smarter decisions that amplify their impact across the business.

As a leader in this role, you have/are:

- Highly quantitative skill set, including comfort with pricing modeling, spreadsheets, regression, cost analysis, and structured business analysis.

- Strong pricing and packaging expertise, ideally in enterprise SaaS, AI, platform pricing, or usage-based pricing environments.

- Strong understanding of AI-related pricing dynamics, including how AI models are priced, why those pricing structures matter, and how they affect business economics.

- Ability to do the analytical work directly, not only manage or advise on it.

- Strong storytelling and communication skills, with the ability to articulate pricing recommendations clearly to executives and cross-functional partners.

- Influence and stakeholder-management skills, especially in ambiguous situations where teams may have competing priorities or resistance to change.

- Ability to operationalize strategy, ensuring recommendations move beyond a deck and can be implemented in the business.

- Collaborative working style, with the ability to partner effectively across Product, Engineering, Finance, Controllership, and GTM teams.

- MBA or equivalent experience involving pricing methods such as conjoint analysis or similarly structured approaches.

- Bonus if you’ve navigated pricing shifts from classic SaaS software models to AI or consumption-based models.

Box is committed to fair and equitable compensation practices. Actual base salary (or OTE if commissionable role) is dependent upon factors such as: knowledge, skill level, experience, and work location. This role is also eligible for equity and benefits. For more information , check out our benefits and perks (https://cloud.app.box.com/file/680236394456?s=3u38zhdv4gac9h0j7lmumm7arbe14yqa).

In accordance with OFCCP compliance, here is the Pay Transparency Provision (https://cloud.box.com/s/sv4dcjqb4tfyfc456rltlucuedth4aln).

Redwood City Pay Range $224,000 — $230,000 USD