Senior lead, pricing

About the Role:

Our Product Pricing & Monetization team defines the economic model behind how Shopify creates and captures value across our product suite, and how we grow with our merchants. As a Senior Lead, you'll own pricing strategy for some of Shopify's highest-impact merchant products, including Shopify Payments, Cross-Border, Retail Point of Sale, B2B, and our Plus and Enterprise offerings, across every market we serve. This is a senior individual contributor role for a builder who owns pricing end to end: framing the problem, using SQL and AI to build the analysis, securing executive alignment, and driving cross-functional launch.

What You’ll Do:

• Own global pricing and packaging strategy for product monetization. Your portfolio may span Payments, Cross-Border, Retail, B2B and Plus and Enterprise plans, adapting to regional competition, regulation, and merchant needs.
• Build commercial analysis from first principles, including scenario modeling, margin and take-rate analysis, and sensitivity testing, and partnering with Finance on revenue impact and forecast inputs.
• Ground pricing decisions in evidence through SQL-driven merchant segmentation, competitive benchmarking, willingness-to-pay research, merchant interviews, and go-to-market insights.
• Drive initiatives end to end: from problem framing and executive-level recommendations and approval, cross-functional launch, merchant communications, and sales enablement.
• Set pricing policies, frameworks, and guardrails that scale, and build AI-powered tools that make analysis and operations faster and more repeatable.
• Measure post-launch outcomes, turn learnings into better pricing decisions, and raise the team’s bar through shared frameworks and coaching.

What You Bring:

• Deep, hands-on pricing and packaging ownership, ideally in SaaS or payments, with pricing changes you’ve shipped and measurable impact you can demonstrate, whether your background is in product, growth, marketing, finance, strategy, or consulting.
• Strong analytical skills: you build your own models from first principles, size opportunities and risks, and defend your assumptions under scrutiny.
• Fluency in SQL and an AI-first way of working: you analyze large datasets, build merchant segments, and create tools and automation that scale your impact.
• Expertise in value-based pricing, willingness-to-pay research, and competitive benchmarking for complex, multi-product offerings.
• A track record of owning pricing from strategy through launch: aligning cross-functional teams, influencing executives without authority, and delivering rollout plans, merchant communications, and commercial enablement.
• High agency and sound judgment: you find opportunities before being asked, thrive in ambiguity, and know when to analyze further and when to make the call.

Nice to Have:

• Background in fintech, payments, or financial services pricing.
• Experience pricing bundles of hardware, software, and services, such as point of sale.
• Experience in a global role with regional pricing complexity (EMEA, APAC, Americas).
• Prior operator experience at a high-growth commerce, marketplace, or platform company.