Pricing Specialist

Who is Sonar?

Sonar helps prevent code quality and code security issues from reaching production, amplifies developers' productivity in concert with AI assistants, and improves the developer experience with streamlined workflows. Sonar analyzes all code, regardless of who writes it — your internal team, genAI, or third parties — resulting in more secure, reliable, and maintainable applications. Rooted in the open source community, Sonar’s solutions support over 30 programming languages, frameworks, and infrastructure technologies. Today, Sonar is used by +7M developers and 400K organizations worldwide, including the DoD, Microsoft, NASA, MasterCard, Siemens, and T-Mobile.

We believe in developing great products that are supported by great internal teams and a strong culture.  We are highly committed to and obsessed with the company, users, each other, and our open source community. We have high standards and hold each other accountable for acting with positivity, dedication, thoughtfulness, empathy, and passion daily. 

We are deliberate with our decisions with high clarity of intention. At the same time, we feel extreme urgency and move forward quickly. 

And lastly, we are highly effective and operationally efficient. We operate collectively as One Team to accomplish our goals.

At Sonar, CODE is more than just an acronym – it's a mindset that defines daily operations. 

Why You Should Apply: 

At Sonar, we’re a group of brilliant, motivated, and driven professionals working hard to help supercharge developers to build better, faster. Sonar helps to continuously improve code quality and code security while reducing developer toil. This means that developers can focus on doing more of what they love and less of what they don’t. Our solutions don’t just solve symptoms of problems – we help fix issues at the source – for all code, whether it's developer-written, AI-generated, or from third parties.

We have a dynamic culture with employees worldwide and hub offices in the USA, Switzerland, the UK, Singapore, and Germany. Team members should be able to come to work every day, work on a product they are proud of, love what they do, and feel energized by their peers. With our roots deep in the open source community, we’re all about the mission: supercharge developers to build better, faster.

The Impact You Will Have:

The pricing specialist will be responsible for the design, execution, and optimization of a cohesive monetization strategy that accelerates revenue growth, improves unit economics, and enhances customer value across B2B, B2C, Partners, and Product-Led Growth (PLG) channels.

Strategic Monetization & Packaging

• Multi-Motion Strategy: Develop pricing frameworks that support Enterprise B2B (value-based), B2C (elasticity-based), Partnership, and PLG (usage-based or tiered) motions.

• Packaging Design: Define feature gatekeeping and bundle structures to drive upsell and expansion paths. Work with PMs early to reinforce product delivery and packaging under the north star of “what problems are customers willing to pay us to solve for them”.

• PLG Optimization: Design "frictionless" self-serve pricing and conversion triggers that turn free users into paying customers. Includes traditional B2C SaaS, and Community Build of an on-premise product.

Market & Competitive Intelligence

• Value Research: Conduct quantitative and qualitative research to understand customer "willingness to pay."

• Competitor Mapping: Maintain a real-time pulse on competitor pricing, discounting trends, and packaging shifts to ensure market leadership

Sales Enablement & B2B Deal Desk

• Discounting Frameworks: Establish guardrails and approval workflows for the Sales team to protect margins while maintaining deal velocity. Partnership guardrails and discounting should be downstream of the internal Sales team.

• Collateral Support: Partner with Marketing to create clear, transparent pricing pages and sales calculators that communicate ROI.

Data Analytics & Experimentation

• Price Testing: Lead A/B tests on price points, trial lengths, and promotional offers, specifically for B2C and self-serve segments.

• Performance Tracking: Monitor key metrics including Net Revenue Retention (NRR), LTV/CAC ratios, and price realization rates.

Continuous collaboration and change management 

• Formalizing structure and communications around pricing change rollout (internal, partners, working with Sales enablement on end customer communications). 

• Alignment and collaboration with Finance and account teams for our consumption-based products.

• 3–5 years of experience in pricing, revenue operations deal desk operations, or management consulting, preferably within a high-growth SaaS environment.
• Advanced Excel/Google Sheets and SQL knowledges are non-negotiable. Experience with BI tools (Tableau/Looker) is a plus.
• A deep understanding of behavioral economics (anchoring, framing, and loss aversion). Experience with optimizing global market penetration.
• Demonstrated curiosity and practical experience using AI tools in pricing or workflow optimization
• ASC 606 and GAAP knowledge are also of value.
• Growth Mindset: You are comfortable with ambiguity and can pivot between "big picture" strategy and the "finer grained details" of a billing system implementation.
• You are passionate about leveling up pricing/packaging literacy as a core Product Management skill within our organization.
• You can communicate and collaborate effectively with a range of skill maturity in a Product organization.

• Flexible comprehensive employee benefit package.

• We encourage usage of our robust time-off allocations. You will receive  23 days of PTO per calendar year (on a pro-rated basis depending on your employment start date), with additional time provided for sickness, life events and holidays.

• We offer an exciting 401(k) plan that has a 4% match, fully vested on day one of participation.

• Fully paid parking in the heart of downtown Austin, Texas.

• Global workforce with employees in 20+ countries representing 35+ unique nationalities.

• We have an annual kick-off somewhere in the world where we meet to build relationships and goals for the company.

• Monthly catered events, and team events

We Value Diversity, Equity, and Inclusion:

At Sonar, we believe that our diversity is our strength. We are a global company that values and respects different backgrounds, perspectives, and cultures.

We are committed to fostering a diverse and inclusive work environment where everyone feels valued and empowered to contribute their best. We are proud to be an equal opportunity employer and welcome all qualified applicants, regardless of race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

All offers of employment at Sonar are contingent upon the precise results of a comprehensive background check and reference verification conducted before the start date.

We do not currently support visa candidates in the US.

Applications that are submitted through agencies or third party recruiters will not be considered.