What are the responsibilities and job description for the Market Product Pricing Lead position at Apolis?
Position Type: Direct Hire / Full-Time
Location: McLean, VA - currently 2 days onsite per week
Target Start Date: ASAP
Overall Profile
- Position require hands-on, cross-functional professionals who can help build scalable pricing practices rather than simply execute an established playbook.
- Ideal candidates are curious, proactive, comfortable with ambiguity, and interested in helping build and evolve the function.
- Focused on the product-pricing side of product management and sales, particularly new and repeatable offerings rather than one-off bids, RFP pricing, or labor-based services.
- Will help define units, tiers, packaging, services vs. support, pricing, costs, renewals, upsell, and cross-sell strategies.
- Works closely with engineering and business teams to turn product ideas into scalable, sellable offerings with the right commercial models.
- Partners with legal, contracts, finance, supply chain, and other stakeholders to ensure pricing can be contracted, costed, and recognized as revenue.
- This role is slightly more strategic but still very hands-on. There may also be flexibility to level it from Lead to Senior for an exceptional candidate.
- Technology experience is strongly preferred, especially software, hardware, cybersecurity, AI, enterprise technology, or a combination of software and hardware.
- Relevant pricing models include SaaS, usage-based pricing, hardware subscription, and tiered pricing.
- Enterprise, government, and large-business pricing experience is more relevant than consumer or small-business pricing.
- Strong target backgrounds could include defense technology, cybersecurity, venture-backed or PE-backed companies, and environments where candidates have had to build processes without having everything already established.
- They are looking for builders, not candidates whose experience has primarily been maintaining mature pricing systems or handling routine SKU updates.
- Market research is helpful, but it is not the core.
- Define pricing, packaging, and monetization strategies for Market Products.
- Translate technical capabilities and product ideas into clear, commercially viable offers.
- Establish product core units, pricing metrics, included capabilities, dependencies, and limitations.
- Develop product tiers, bundles, add-ons, support levels, and customer expansion paths.
- Evaluate fixed, recurring, usage-based, capacity-based, outcome-based, and hybrid pricing models.
- Determine whether offerings should be standalone products, accelerators, add-ons, services, or components of broader solutions.
- Assess customer segments, use cases, willingness to pay, and differences in value realization.
- Build pricing, cost, financial, scenario, and business-case models.
- Partner with product, engineering, sales, delivery, finance, contracts, and operations teams to validate offer design.
- Support product launches, go-to-market planning, sales enablement, and leadership recommendations.
- 5 years of experience in product pricing, monetization, product management, pricing strategy, financial analysis, or business strategy
- Experience developing pricing and packaging strategies for software, cloud services, technology-enabled solutions, systems, or complex offerings
- Experience defining product structures, pricing units, tiers, bundles, add-ons, or expansion paths
- Experience translating technical capabilities, customer needs, and delivery considerations into commercial recommendations
- Experience building pricing, cost, financial, scenario, or business-case models
- Experience balancing customer value, cost to provide, competition, operational complexity, procurement requirements, and margin objectives
- Experience working with product, engineering, sales, delivery, finance, contracts, or cross-functional stakeholders
- Ability to communicate recommendations clearly to technical, business, and executive audiences
- Bachelor’s degree
- Experience with product commercialization, offer architecture, monetization strategy, or go-to-market planning
- Experience with value-based, subscription, usage-based, capacity-based, outcome-based, or hybrid pricing models
- Experience developing product tiers, modular packaging, bundles, support levels, or customer expansion paths
- Experience distinguishing standard product support from professional services, custom work, implementation, or integration
- Experience with customer segmentation, willingness-to-pay analysis, competitive intelligence, or market research
- Experience supporting U.S. government, defense, national security, or regulated-market offerings
- Experience with cybersecurity, artificial intelligence, data, cloud, analytics, or technology products
- Experience with Salesforce, CPQ, ERP, product catalog, billing, usage-tracking, or pricing systems
- Possession of excellent problem-solving, analytical, written, verbal, and executive presentation skills.
Salary : $86,800 - $198,000