Director, Pricing & Packaging

About Nebius: Nebius is leading a new era in cloud infrastructure for the global AI economy. We are building a full-stack AI cloud platform that supports developers and enterprises from data and model training through to production deployment, without the cost and complexity of building large in-house AI/ML infrastructure. Built by engineers, for engineers. From large-scale GPU orchestration to inference optimization, we own the hard problems across compute, storage, networking and applied AI. Listed on Nasdaq (NBIS) and headquartered in Amsterdam, we have a global footprint with R&D hubs across Europe, the UK, North America and Israel. Our team of 1,500+ includes hundreds of engineers with deep expertise across hardware, software and AI R&D. Role Overview   We are hiring a high-impact individual contributor to lead market-informed pricing and packaging for a rapidly scaling business. This role will shape how we understand customer willingness to pay, define value-based packaging, and ensure pricing is effectively executed across the business.   You will partner closely with the Business Strategy team, which owns core pricing (unit economics, margin strategy, and discounting frameworks). Your role is to bring market and customer insight into pricing decisionsand ensure those decisions translate into clear, scalable, and executable models for Sales and systems.   This is a 0→1 build role requiring strong analytical rigor, customer empathy, and the ability to operate in a fast-moving, ambiguous environment.   Responsibilities   Lead market and customer research to inform pricing and packaging decisions, including segmentation, willingness to pay, and competitive benchmarking   Design and evolve pricing and packaging models across committed, PAYG, and hybrid structures, aligned to core value drivers (e.g., compute, tokens, storage, throughput)   Develop scalable packaging constructs, including commit tiers, prepaid credits, and bundled offerings tailored to developers, startups, enterprise, and partners   Continuously refine pricing and packaging based on customer behavior, consumption patterns, and market signals   Partner with Business Strategy to translate pricing and discounting frameworks into clear, actionable guidance for Sales   Support structuring of complex deals by ensuring alignment between customer needs, pricing constructs, and system capabilities   Identify and escalate gaps between pricing strategy and field execution, incorporating feedback from Sales and customers   Own implementation of pricing across CPQ, CRM, and billing systems, ensuring accurate configuration of contracts, pricing logic, and usage tracking   Enable product launches by ensuring pricing readiness, metering definitions, and system alignment   Establish and maintain pricing governance, versioning, and change management processes   Build reporting and insights on consumption trends, pricing realization, and effective rates   Who You Are   7–12+ years in pricing, monetization, GTM strategy, or product strategy   Strong experience with market research, customer segmentation, and pricing analysis   Background in usage-based / consumption pricing models (cloud, AI, infra, developer platforms)   Ability to synthesize quantitative and qualitative inputs into clear decisions Comfortable working cross-functionally with Sales, Product, Finance, and Systems teams   Proven ability to operate in ambiguous, fast-moving environments and build from 0→1   Comfortable with SQL and experienced in extracting, joining, and analyzing data across multiple data sources     Key employee benefits in the US: Health insurance:  100% company-paid medical, dental, and vision coverage for employees and families. 401(k) plan:  Up to 4% company match with immediate vesting. Parental leave:  20 weeks paid for primary caregivers, 12 weeks for secondary caregivers. Remote work reimbursement:  Up to $85/month for mobile and internet. Disability & life insurance : Company-paid short-term, long-term and life insurance coverage. Compensation We offer competitive compensation packages based on experience. Compensation Range $195,000 — $275,000 USD Benefits & Perks: Competitive compensation Career growth and learning opportunities Flexibility and work-life balance Collaborative and innovative culture Opportunity to work on impactful AI projects International environment and talented teams What's it like to work at Nebius: Fast moving - Bold thinking - Constant growth - Meaningful impact - Trust and real ownership - Opportunity to shape the future of AI  Equal Opportunity Statement: Nebius is an equal opportunity employer. We are committed to fostering an inclusive and diverse workplace and to providing equal employment opportunities in all aspects of employment. We do not discriminate on the basi