Who We Are

At Justworks, you’ll enjoy a welcoming and casual environment, great benefits, wellness program offerings, company retreats, and the ability to interact with and learn from leaders in the startup community. We work hard and care about our most prized asset - our people.

We’re helping businesses get off the ground by enabling them to focus on running their business. We solve HR issues. We’re data-driven and never stop iterating. If you’d like to work in a supportive, entrepreneurial environment, are interested in building something meaningful and having fun while doing it, we’d love to hear from you.

We’re united by shared goals and shared motivations at Justworks. These are best summed up in our product and in our team.

Our Values

If this sounds like you, you’ll fit right in.

Who You Are

The mission of Justworks’ Product Marketing team is to define, articulate, and differentiate our value proposition to the right audiences—positioning our products for growth, adoption, and long-term success. As we continue evolving into a multi-solution platform, how we price and package our offerings is foundational to customer trust, perception, and long-term differentiation.

Your Success Profile

What You Will Work On

• Define and evolve Justworks’ company-wide pricing and packaging strategy across products, add-ons, bundles, and platform tiers.
• Reinforce pricing principles and guardrails that guide decision‑making across Product, Sales, and Finance.
• Design pricing and packaging strategies that support both sales‑assisted and self‑serve customer journeys, ensuring clarity, flexibility, and efficiency across acquisition and expansion motions.
• Own monetization outcomes tied to company revenue goals, including incremental ARR, expansion revenue, and margin performance.
• Partner with Product leadership to embed monetization strategy early in roadmap planning and solution design.
• Lead pricing strategy for new product launches, expansions, and platform innovations—ensuring alignment between value delivered and price captured.
• Develop and maintain packaging structures that balance simplicity, competitiveness, and expansion opportunity across our multi‑solution platform.
• Partner with Revenue and Finance to define discounting strategy, governance, and exception frameworks that support efficient deal execution.
• Drive pricing research initiatives (e.g., willingness‑to‑pay/conjoint studies, elasticity modeling, competitive benchmarking).
• Build repeatable processes for pricing experimentation and iteration, incorporating data, qualitative insights, and cross‑functional feedback loops.
• Collaborate closely with Heads of Customer Journeys and Platform PMM peers to ensure pricing and packaging reinforce our broader positioning and platform narrative across the customer lifecycle.

How You Will Do Your Work

As Head of Pricing & Packaging PMM, how results are achieved is paramount for your success and ultimately result in your success as an organization. In this role, your foundational knowledge, skills, abilities and personal attributes are anchored in the following competencies:

• Strategic mindset: You connect pricing architecture to long‑term business objectives, understanding the tradeoffs between growth, margin, competitiveness, and simplicity.
• Customer‑centric orientation: You anchor pricing decisions in customer value, segmentation insight, and real market behavior—not just internal targets.
• Analytical rigor: You are fluent in financial modeling, scenario planning, and experimentation frameworks, and can translate complex analysis into clear executive decisions.
• Operational leadership: You build structured pricing processes and governance models that reduce ambiguity and drive alignment across teams.
• Collaborative energy: You partner effectively with Product, Finance, Sales, Revenue Effectiveness, and Marketing to align incentives and drive execution.
• Executive influence: You communicate pricing strategy clearly and confidently, translating complex tradeoffs into clear decisions and influence at the C‑suite level.
• Nimble learning: You test, learn, and iterate—treating pricing as a dynamic lever rather than a static artifact.
• Results‑driven: You deliver measurable revenue impact while strengthening long‑term customer trust.

Qualifications

• Minimum of 8 years of experience in pricing, monetization strategy, product marketing, strategy consulting, finance, or revenue strategy, operating at a Senior Manager level or above in a SaaS or technology company.
• Demonstrated experience leading company‑level pricing transformations or monetization programs.
• Experience supporting multi‑product or platform businesses, ideally within B2B, fintech, HR tech, payroll, compliance, or benefits environments.
• Proven track record of driving incremental revenue through pricing updates, packaging optimization, and experimentation.
• Deep understanding of sales‑assisted and growth‑led motions, and how pricing enables both.
• Strong analytical background with comfort assessing retention impact, customer sentiment, and revenue tradeoffs.
• Exceptional cross‑functional leadership skills, including executive stakeholder management.
• Experience leading structured experimentation programs tied to business OKRs.

The base wage range for this position based in our New York City Office is targeted at $175,500.00 - $210,600.00 per year.

#LI-Hybrid #LI-SP1

Actual compensation is based on multiple factors that are unique to each candidate, including and not limited to skill set, level of relevant experience, and specific work location. Salary ranges for positions based in other locations may differ based on the cost of labor in that location.

For more information about Justworks’ Total Reward Philosophy, including all the perks and benefits we are proud to offer our team members, please visit Total Rewards @ Justworks.

Diversity At Justworks

Justworks is committed to maintaining a workplace where diversity of identity, culture, and life experience is the norm and is celebrated authentically and respected consistently. Diversity in our work, our people, and our product drives creativity and innovation, entrepreneurial leadership and integrity, competitiveness, and collaboration throughout our business and in the market. We depend on our differences to make our team stronger, our workplace more dynamic, and our product accessible to all of our customers.

We’re proud to be an equal opportunity employer open to all qualified applicants regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital or familial status, disability, pregnancy, gender identity or expression, veteran status, genetic information, or any other legally protected status. Justworks is fully dedicated to providing necessary support to candidates with disabilities who may require reasonable accommodations. We also provide reasonable accommodations to employees based on their sincerely held religious beliefs, as well as for other covered reasons consistent with applicable federal, state, and local laws. If you’re in need of a reasonable accommodation, please reach out to us at accommodations@justworks.com. Your comfort and success matter to us, and we’re here to ensure an inclusive experience.

Our DEIB Report