Director, Pricing and Packaging
Flock Safety
Who is Flock?
Flock Safety is an all-in-one technology solution to eliminate crime and keep communities safe. Our intelligent platform combines the power of communities at scale - including cities, businesses, schools, and law enforcement agencies - to shape a safer future together. Our full-service, maintenance-free technology solution is trusted by communities across the country to help solve and deter crime in the pursuit of safer communities for everyone.
Our holistic public safety platform is comprehensive and intelligent, providing the actionable evidence needed to solve, deter and reduce crime across neighborhoods, schools, businesses and entire cities. Without compromising transparency or privacy, we are turning unbiased data into objective answers.
Flock strives to offer a career-defining experience where you can also make an impact on your community. While safety is a serious business, we are a supportive team that is optimizing the remote experience to create strong and fulfilling relationships even when we are physically apart. Our group of hard-working employees thrive in a positive and inclusive environment, where a bias towards action is rewarded.
We have raised over $700M in venture capital from investors including Tiger Global, Andreessen Horowitz, Matrix Partners, Bedrock Capital, Meritech Capital Partners, and Initialized Capital. Now surpassing a $7.5B valuation, Flock is scaling intentionally and seeking the best and brightest to help us meet our goal of reducing crime in the United States by 25% in the next three years.
The Opportunity
As Flock continues to grow our product portfolio and customer base, pricing and packaging have become essential levers for driving adoption, simplifying sales, and supporting our financial goals. We’re looking for a strategic and hands-on Director of Pricing & Packaging to build this function from the ground up — bringing clarity, consistency, and structure to how we monetize across segments. This highly visible, cross-functional role will shape our go-to-market strategy and help unlock the next phase of scalable growth. This role will report to the VP, Product Marketing.
Responsibilities
Own the pricing workstream for new product launches, collaborating with Product, Finance, and GTM teams to develop and align on pricing and packaging strategies that are easy to understand, easy to buy, and optimized for growth
Build a cohesive, scalable pricing and packaging strategy across all customer segments and product lines
Establish a flexible pricing framework that simplifies sales execution and aligns with segment-specific value drivers
Partner with Deal Desk, Finance, and Sales to structure discounting strategies and define guardrails
Conduct competitive analysis and leverage customer insights to inform pricing decisions
Define and track pricing performance metrics, including ASP, attach rate, and product adoption
Build internal pricing tools and enable sales teams with training, guidance, and materials
Collaborate with Finance to model pricing impacts and ensure alignment with revenue goals
Serve as a trusted advisor to executive leadership on monetization strategy
Balance the trade-offs of acquisition, expansion, and retention across a sales-led go-to-market motion
The Skillset
6+ years of experience in pricing strategy, sales strategy, deal desk, or similar roles within SaaS or technology industries
Proven success designing and executing monetization strategies that scale across products and customer segments
Experience building pricing and packaging foundations from the ground up in fast-paced, cross-functional environments
Strong understanding of pricing frameworks and methodologies for complex product portfolios
Analytical expertise with the ability to synthesize data and extract actionable insights
Deep understanding of how pricing influences customer behavior and decision-making throughout a sales-led funnel
Experience collaborating with Product, Sales, Finance, and Marketing to align on pricing strategy
Excellent communication and executive presence, with a track record of influencing senior stakeholders
Bonus: Experience pricing both hardware and software products
Feeling uneasy that you haven’t ticked every box? That’s okay; we’ve felt that way too. Studies have shown women and minorities are less likely to apply unless they meet all qualifications. We encourage you to break the status quo and apply to roles that would make you excited to come to work every day.
90 Days at Flock
We are a results-oriented culture and believe job descriptions are a thing of the past. We prescribe to 90 day plans and believe that good days, lead to good weeks, which lead to good months. This serves as a preview of the 90 day plan you will receive if you were to be hired in this role at Flock Safety.
The First 30 Days
In your first month, you’ll focus on listening, learning, and building relationships. You’ll meet with key stakeholders across Product, Sales, Finance, and Marketing to understand how pricing and packaging decisions are made today — and where they’re causing friction. You’ll complete a full audit of our current pricing landscape, review competitor strategies, and begin identifying areas for improvement. By the end of the month, you’ll deliver a draft set of pricing principles to guide our long-term approach.
The First 60 Days
With foundational knowledge in place, you’ll begin shaping Flock’s pricing strategy. You’ll draft a scalable process for how new products and features are priced and packaged, take ownership of a real pricing decision for an upcoming launch, and deliver a “Pricing Landscape Brief” summarizing your findings and recommendations. You’ll also begin proposing improvements to discounting, bundling, and internal pricing governance — with a focus on simplicity and scalability.
90 Days & Beyond
By Day 90, you’ll have aligned the organization around a Pricing & Packaging Strategic Roadmap and delivered an updated pricing or packaging model as a test case. You’ll present your strategy and early wins to executive stakeholders, begin rolling out internal enablement materials, and propose how we can operationalize pricing strategy going forward. From here, you’ll help turn pricing into a strategic lever for growth, customer adoption, and sales efficiency.
The Interview Process
We want our interview process to be a true reflection of our culture: transparent and collaborative. Throughout the interview process, your recruiter will guide you through the next steps and ensure you feel prepared every step of the way.
Our First Chat: During this first conversation, you’ll meet with a recruiter to chat through your background, what you could bring to Flock, what you are looking for in your next role, and who we are.
The Hiring Manager Interview: You will meet with your potential future boss to really dive into the role, the team, expectations, and what success means at Flock. This is your chance to really nerd out with someone in your field.
The Panel: Learn more about the team, responsibilities, and workflows. You should be prepared to speak about past projects, how you collaborate and communicate with others, and how you live our values. Depending on the team and role you are interviewing for, you may meet with several teammates as well as cross-functional partners.
The Assessment: Our assessments seek to test the hard skills required to do the job. Engineers may find themselves in coding interviews or architecture discussions, sales roles may present mock discovery calls, and leadership roles may craft 90 day plans. Your recruiter will inform you of which assessment you will be assigned and ensure you are fully prepared for your big day.
The Executive Review: A chance to meet an executive and view Flock from a different lens. Be prepared to ask well-thought-out questions about the company, culture, and more.
Salary & Equity
In this role, you’ll receive a starting salary between $180K and $220K as well as Flock Safety Stock Options. Base salary is determined by job-related experience, education/training, as well as market indicators. Your recruiter will discuss this in-depth with you during our first chat.
The Perks
🌴Flexible PTO: We seriously mean it, plus 11 company holidays.
⚕️Fully-paid health benefits plan for employees: including Medical, Dental, and Vision and an HSA match.
👪Family Leave: All employees receive 12 weeks of 100% paid parental leave. Birthing parents are eligible for an additional 6-8 weeks of physical recovery time.
🍼Fertility & Family Benefits: We have partnered with Maven, a complete digital health benefit for starting and raising a family. Flock will provide a $50,000-lifetime maximum benefit related to eligible adoption, surrogacy, or fertility expenses.
🧠Spring Health: Spring Health offers a variety of mental health benefits, including therapy, coaching, medication management, and digital tools, all tailored to each individual's needs.
💖Caregiver Support: We have partnered with Cariloop to provide our employees with caregiver support
💸Carta Tax Advisor: Employees receive 1:1 sessions with Equity Tax Advisors who can address individual grants, model tax scenarios, and answer general questions.
💚ERGs: We want all employees to thrive and feel like they belong at Flock. We offer three ERGs today - Women of Flock, Flock Proud, and Melanin Motion. If you are interested in talking to a representative from one of these, please let your recruiter know.
💻WFH Stipend: $150 per month to cover the costs of working from home.
📚Productivity Stipend: $250 per year to use on Audible, Calm, Masterclass, Duolingo, Grammarly and so much more.
🏠Home Office Stipend: A one-time $750 to help you create your dream office.
Flock is an equal opportunity employer. We celebrate diverse backgrounds and thoughts and welcome everyone to apply for employment with us. We are committed to fostering an environment that is inclusive, transparent, and collaborative. Mutual respect is central to how Flock operates, and we believe the best solutions come from diverse perspectives, experiences, and skills. We embrace our differences and know that we are stronger working together.
If you need assistance or an accommodation due to a disability, please email us at careers@flocksafety.com. This information will be treated as confidential and used only to determine an appropriate accommodation for the interview process.
At Flock Safety, we compensate our employees fairly for their work. Base salary is determined by job-related experience, education/training, as well as market indicators. The range above is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future. This job posting may span more than one career level.