Pricing Strategist & Market Intelligence Manager

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle. Manager, Pricing Strategy & Market Intelligence Revenue Operations | Reports to VP, Revenue Operations | Remote / Flexible About the Role Black Duck Software is looking for a Manager of Pricing Strategy & Market Intelligence to own how we price, package, and position our products in the market. This is a high-impact individual contributor role embedded in Revenue Operations, reporting to the VP of Revenue Operations and working in close partnership with Product, Product Marketing, and Finance. This role sits at the intersection of commercial strategy and market insight. You will own Black Duck's list pricing architecture, lead packaging decisions in collaboration with Product and Product Marketing and ensure that our pricing model is both margin-accretive and aligned with how customers actually want to buy. You will also serve as the company's primary source of competitive pricing intelligence and customer segmentation analysis — translating market signals into pricing and GTM recommendations that influence how we go to market. This role works in close alignment with the Director of Sales Operations, particularly around deal desk. You will set the pricing architecture and policies that deal desk enforces at the transaction level — a clean handoff model that requires strong collaboration and clear boundaries of ownership. The right candidate is analytically rigorous, commercially minded, and credible with senior stakeholders across Revenue, Product, and Finance. You are comfortable operating as an individual contributor while influencing decisions that affect the entire go-to-market organization. What You'll Own List Pricing Architecture & Governance Own and maintain Black Duck's list pricing across all product lines, ensuring prices are internally consistent, margin-positive, and defensible in the market Define and document pricing tiers, rate card structures, and discount floor policies that serve as the authoritative reference for Sales, Deal Desk, and Finance Drive annual and ad hoc pricing reviews, synthesizing inputs from Finance (margin targets), Sales (field feedback), and Market Intelligence (competitive positioning) into clear pricing recommendations Ensure pricing changes are communicated clearly and adopted consistently across the GTM organization, with appropriate lead time and enablement Establish pricing governance processes that prevent unauthorized discounting while giving Sales the flexibility needed to compete effectively Packaging Strategy Partner with Product and Product Marketing to design and evolve packaging that maps to customer buying patterns, use case clusters, and willingness-to-pay signals Analyze how Black Duck's current packaging performs in the market — where it wins, where it creates friction, and where it leaves revenue on the table — and translate that into concrete packaging recommendations Evaluate alternative monetization models (e.g., per-developer seat, per-application, consumption-based, enterprise license) against customer preference data and competitive norms, and make data-driven recommendations on model structure Collaborate with Finance to model the margin and revenue implications of packaging changes before they are implemented Competitive Pricing Intelligence Build and maintain a rigorous, ongoing view of how Black Duck's primary competitors — including Snyk, Veracode, Checkmarx, GitHub Advanced Security, and other emerging players — structure and position their pricing in the market Track competitor packaging changes, pricing model shifts, promotional activity, and market positioning through primary and secondary research, field intelligence, and available third-party sources Synthesize competitive pricing data into actionable guidance for Sales (how to position Black Duck's pricing in competitive deals) and for leadership (where our pricing model creates strategic risk or opportunity) Develop and maintain a competitive pricing database and regular cadence of intelligence outputs — ensuring Sales leadership and Product have a reliable, current view of the competitive landscape Customer Segmentation & ICP Refinement Own Black Duck's customer segmentation framework, defining and maintaining the firmographic, technographic, and behavioral criteria that characterize our Ideal Customer Profile across segments Analyze how pricing sensitivity, deal size, sales cycle length, and product adoption vary across customer segments — and use those findings to inform territory design, quota setting, and GTM prioritization Identify patterns in how different customer cohorts (by industry, size, geography, or tech stack) price and budget for AppSec tooling, and translate those patterns into recommendations on how Black Duck prices and packages for each segment Partner with Marketing and Sales leadership to ensure ICP definitions are operationalized in Salesforce and reflected in lead scoring, outbound targeting, and account prioritization Pricing vs. Customer Buying Model Analysis Conduct ongoing analysis of the gap between how Black Duck prices and how customers prefer to buy — identifying friction points in our commercial model that contribute to deal stalls, discount pressure, or competitive losses Survey field intelligence, closed/lost data, and renewal patterns to understand where our pricing model creates buyer f