Confidential mandate
SaaS Pricing Migration Director — Consulting
Planned Hiring / New
An enterprise software company needs a twelve-week pricing-migration design covering packaging, entitlement, contract transitions, revenue risk and customer communication before moving to usage components across global accounts.
The mandate
The defined problem is how to introduce usage-based value capture without creating unpredictable bills, entitlement confusion or renewal risk across legacy contracts. The pricing concept exists but migration mechanics do not.
The deliverable is a segment and willingness-to-pay evidence pack, package and metric design, account-level migration simulation, entitlement requirements, contract principles, communication playbook and launch gates.
Milestone one arrives 25 September 2026 with evidence and design criteria; milestone two on 30 October with proposed packaging and account simulations; milestone three on 27 November with tested migration playbook and approved launch recommendation.
The Pricing Council accepts when at least eighty percent of recurring revenue is simulated, finance reconciles impact, twenty customer interviews meet agreed coverage, legal approves contract principles and a pilot sales team completes ten account walkthroughs.
The client supplies product telemetry, contracts, discounts, renewals, cost-to-serve, segment data and customer access. Sales cannot remove accounts from simulation without council approval.
Why this is external work
Product, sales and finance favour different pricing outcomes, and account teams have incentives to preserve exceptions. A neutral specialist can quantify customer and revenue effects before launch. The work ends once migration gates and client-owned tools are accepted.
What you will own
- Establish customer value, willingness-to-pay and metric criteria for milestone one.
- Reconcile product telemetry with contractual entitlement and cost-to-serve.
- Design packages, usage metric, floors, caps and overage treatment.
- Simulate migration at account and cohort level for milestone two.
- Conduct structured customer and sales walkthroughs.
- Build contract, entitlement and communication requirements.
- Present the milestone-three launch gates, exceptions and monitoring plan.
Candidate qualifications
- 18–22 years in enterprise SaaS pricing, product, finance or commercial strategy.
- Direct migration of a material recurring-revenue base to usage or hybrid pricing.
- Experience linking product telemetry to value metric and entitlement design.
- Evidence of modelling renewal and expansion effects at account level.
- Strong customer-research and enterprise-contract capability.
- Independence from pricing software vendors.
Non-negotiables
- No fee contingent on modelled revenue uplift.
- All recurring revenue included unless the council documents exclusion.
- Bengaluru attendance for customer synthesis and all acceptance reviews.
- Models and interview evidence transfer to client ownership.
- 49 words maximum. Which SaaS pricing migration did you lead, and what account-level result contradicted the headline uplift?
- 49 words maximum. How would you choose a usage metric that remains predictable for enterprise buyers?
- 49 words maximum. Which telemetry, contract and renewal fields must be available before simulation?
This mandate is confidential. The client is named only under a mutual NDA, and your own record is never listed, sold or shown to a company under your name until you release it for this specific mandate.