Pricing and Packaging Insights Lead

LaunchDarkly is seeking a Pricing & Packaging Field Insights Lead to bring a practical, field-informed perspective to important pricing and packaging decisions. This role will work across Sales, Solutions Engineering, Customer Success, Deal Management, Finance, Product, and Marketing to understand how customers and field teams experience our current commercial model—and turn those insights into clear, evidence-based recommendations.

The role is designed for a commercially minded operator who can engage directly with customer-facing teams, identify recurring friction and opportunity, evaluate options, and communicate a point of view to decision-makers. The successful candidate will help ensure that pricing and packaging decisions are not only analytically sound, but also understandable, sellable, and workable in real customer conversations.

This is a role with a focused mandate: gather and synthesize field insights, assess pricing and packaging alternatives, and recommend decisions that improve clarity, customer value communication, and field execution.

Project scope and working model

The role will have a defined project plan, regular stakeholder reviews, and agreed decision milestones.

The scope may evolve as field research surfaces new evidence, but the primary outcomes will remain field insight synthesis and pricing and packaging recommendations.

The role is an individual-contributor position and does not include direct people management.

Gather and synthesize field insights

Design and lead the organization's structured approach to field research; interviews, listening sessions, deal review, establishing the methodology other teams adopt for surfacing pricing and packaging signal from the field.

Serve as the principal authority for distinguishing isolated anecdotes from repeatable, structural signal across account executives, sales leadership, solutions engineering, customer success, and deal desk; codify this judgment into frameworks others can apply.

Translate field feedback into strategic themes and hypotheses that shape long-term pricing and packaging direction, not just near-term decision inputs.

Set the standard for how field perspective is represented in pricing and packaging discussions, including the judgment calls on confidentiality and representativeness that less experienced contributors would escalate.

Evaluate options and recommend decisions

Exercise wide latitude in determining which pricing and packaging questions merit investigation, and in defining the approach, objectives and methods are largely self-determined, with accountability for outcomes that affect the function or company as a whole.

Serve as principal advisor and internal expert on the interaction between pricing/packaging models and field commercial behavior; erroneous judgment here carries company-wide, long-term consequences.

Develop decision materials that function as the authoritative reference for the problem space; evidence, options, tradeoffs, and risk, used directly by executive and senior leadership to commit to strategy.

Partner with Finance, Product, Revenue Operations, Deal Management, and executive leadership as a peer contributor to strategy, not just a validator of others' assumptions; shape how those functions think about pricing risk going forward.

Identify systemic risks: unintended incentives, inconsistent application, structural complexity before they surface in the field, and influence policy and future model design to prevent them proactively.