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.

We are seeking a strategic and analytically strong Senior Product Marketing Manager, Pricing & Packaging to help execute Justworks’ multi-year Pricing & Packaging (P&P) strategy. This role will report to the Head of Pricing & Packaging and will play a critical role in driving monetization initiatives, packaging evolution, and pricing experimentation across the business.

Pricing & Packaging is a key growth lever at Justworks. In this role, you will help translate pricing principles into actionable recommendations, conduct rigorous analysis to inform pricing decisions, and partner cross-functionally with Product, Finance, Revenue, Strategy, and Marketing to bring pricing strategies to life.

This role is ideal for a highly analytical PMM who thrives in ambiguity, enjoys solving complex monetization challenges, and is motivated by driving measurable revenue impact while strengthening customer trust.

Your Success Profile

What You Will Work On

• Lead high-impact pricing and packaging initiatives across products, add-ons, bundles, and platform tiers.
• Develop pricing recommendations grounded in customer value, segmentation insight, competitive benchmarking, and financial modeling.
• Support pricing strategy for new product launches, expansions, and platform innovations—ensuring alignment between value delivered and price captured.
• Design and analyze pricing experiments (e.g., packaging variations, promotional tests, bundling strategies) to inform iteration and optimization.
• Conduct pricing research initiatives such as willingness-to-pay studies, conjoint analysis, and elasticity modeling.
• Partner with Revenue and Finance teams to evaluate discounting trends, customer impact groups, and retention implications of pricing updates.
• Collaborate with Product teams to embed monetization thinking into roadmap planning and feature development.
• Support rollout of pricing changes, including internal enablement, messaging alignment, and performance tracking.
• Partner closely with Platform and Customer Journey PMMs to ensure pricing reinforces broader positioning and lifecycle strategy.

How You Will Do Your Work

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

• Strategic thinking: You connect individual pricing initiatives to broader company objectives and growth strategy.
• Customer-centric orientation: You ground recommendations in customer value and market insight—not just internal targets.
• Analytical rigor: You are fluent in financial modeling, scenario analysis, and experimentation frameworks, and can turn data into clear recommendations.
• Operational excellence: You drive structured execution across multiple workstreams and manage timelines effectively.
• Collaborative mindset: You build strong partnerships across Product, Finance, Sales, Revenue Effectiveness, and Marketing.
• Clear communication: You translate complex pricing analysis into compelling narratives and actionable decisions.
• Nimble learning: You embrace testing and iteration, continuously refining pricing approaches based on results.
• Results-driven: You focus on measurable impact, including revenue growth, margin performance, and customer retention.

In addition, all Justworkers focus on aligning their behaviors to our core values known as COGIS. It stands for:

• Camaraderie - Day to day you can be seen working together toward a higher purpose. You like to have fun. You’re an active listener, treat people respectfully, and strongly desire to know and help others.
• Openness - Your default is to be open. You're willing to share information, understand other perspectives, and consider new possibilities. You’re curious, ask open questions, and are receptive to thoughts and feedback from others.
• Grit - You demonstrate grit by having the courage to commit and persevere. You’re committed, earnest, and dive in to get the job done well with a positive attitude.
• Integrity - Simply put, do what you say and say what you'll do. You’re honest and forthright, have a strong moral compass, and strive to match your words with your actions while leading by example. 
• Simplicity - Be like Einstein: “Everything should be made as simple as possible, but no simpler.” 

Qualifications

• Minimum of 4-6 years of experience in product marketing, pricing, monetization strategy, strategy consulting, finance, or revenue strategy within a SaaS or technology company.
• Experience contributing to pricing and packaging strategy, including financial modeling and experimentation.
• Strong analytical background with experience evaluating revenue impact, retention implications, and margin tradeoffs.
• Experience supporting multi-product or platform businesses, ideally within B2B, fintech, HR tech, payroll, compliance, or benefits environments.
• Proven ability to influence cross-functional stakeholders without direct authority.
• Experience supporting both sales-assisted and growth-led motions is a plus.
• Excellent written and verbal communication skills.

The base wage range for this position based in our New York City Office is targeted at $165,000.00 - $181,500.00 per year.

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