Senior Manager, Pricing & Packaging

Details

About Nebius:

Nebius is leading a new era in cloud infrastructure for the global AI economy. The company is building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, addressing compute, storage, networking and applied AI.

Role overview

We are hiring a high-impact individual contributor to lead market-informed pricing and packaging for a rapidly scaling business. This role shapes how the company understands customer willingness to pay, defines value-based packaging, and ensures pricing is effectively executed across the business. You will partner closely with the Business Strategy team (unit economics, margin strategy, discounting frameworks) to bring market and customer insight into pricing decisions and translate those decisions into clear, scalable, and executable models for Sales and systems. This is a 0→1 build role requiring strong analytical rigor, customer empathy, and the ability to operate in a fast-moving, ambiguous environment.

Responsibilities

• Lead market and customer research to inform pricing and packaging decisions, including segmentation, willingness to pay, and competitive benchmarking.
• Design and evolve pricing and packaging models across committed, PAYG, and hybrid structures aligned to core value drivers (compute, tokens, storage, throughput).
• Develop scalable packaging constructs, including commit tiers, prepaid credits, and bundled offerings for developers, startups, enterprise, and partners.
• Continuously refine pricing and packaging based on customer behavior, consumption patterns, and market signals.
• Partner with Business Strategy to translate pricing and discounting frameworks into actionable guidance for Sales.
• Support structuring of complex deals by ensuring alignment between customer needs, pricing constructs, and system capabilities.
• Identify and escalate gaps between pricing strategy and field execution, incorporating feedback from Sales and customers.
• Own implementation of pricing across CPQ, CRM, and billing systems, ensuring accurate configuration of contracts, pricing logic, and usage tracking.
• Enable product launches by ensuring pricing readiness, metering definitions, and system alignment.
• Establish and maintain pricing governance, versioning, and change management processes.
• Build reporting and insights on consumption trends, pricing realization, and effective rates.

Requirements / Who You Are

• 7–12+ years in pricing, monetization, GTM strategy, or product strategy.
• Strong experience with market research, customer segmentation, and pricing analysis.
• Background in usage-based / consumption pricing models (cloud, AI, infra, developer platforms).
• Ability to synthesize quantitative and qualitative inputs into clear decisions.
• Comfortable working cross-functionally with Sales, Product, Finance, and Systems teams.
• Proven ability to operate in ambiguous, fast-moving environments and build from 0→1.
• Comfortable with SQL and experienced in extracting, joining, and analyzing data across multiple data sources.

Technologies / Systems / Skills Mentioned

• SQL
• CPQ, CRM, and billing systems
• Usage-based / consumption pricing models (cloud, AI)
• Unit economics and discounting frameworks
• Metering definitions and usage tracking
• Market research, segmentation, willingness-to-pay analysis
• Reporting and analytics on consumption trends and effective rates

Compensation

Compensation range: $195,000 — $275,000 USD (competitive packages based on experience).

Benefits

• 100% company-paid medical, dental, and vision coverage for employees and families (US).
• 401(k) plan with up to 4% company match and immediate vesting.
• Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
• Remote work reimbursement: Up to $85/month for mobile and internet.
• Company-paid short-term, long-term and life insurance.
• Competitive compensation, career growth, flexibility, collaborative culture, international environment, opportunity to work on impactful AI projects.

Equal opportunity & work authorization

Nebius is an equal opportunity employer committed to an inclusive and diverse workplace. Applicants must be authorized to work in the country in which they apply and will be required to provide proof of employment eligibility as a condition of hire.