Market Strategy & Pricing Manager

OpenGov is the leader in AI and ERP solutions for local and state governments in the U.S. More than 2,000 cities, counties, state agencies, school districts, and special districts rely on the OpenGov Public Service Platform to operate efficiently, adapt to change, and strengthen the public trust. Category-leading products include enterprise asset management, procurement and contract management, accounting and budgeting, billing and revenue management, permitting and licensing, and transparency and open data. These solutions come together in the OpenGov ERP, allowing public sector organizations to focus on priorities and deliver maximum ROI with every dollar and decision in sync. Learn about OpenGov’s mission to power more effective and accountable government and the vision of high-performance government for every community at OpenGov.com.

Job Summary

We are seeking a Market Strategy & Pricing Manager to lead our effort to build out or pricing motion and leverage quantitative approaches to inform our market strategy. This role will partner with executive stakeholders across Product, Finance, and GTM to define our TAM / SAM, build in depth models of our market and the competitive landscape and price our products to win in the market. The ideal candidate is a self-starter who is comfortable operating with ambiguity, thrives in a fast-paced environment, and relishes the opportunity to own a critical capability from end to end. This person will have a high degree of visibility with senior leadership, including Executive and VP leaders across Finance, Product, GTM functions so must be skilled at synthesizing complex information into decision ready recommendations.

Responsibilities

• Strategic Analysis & Recommendations: Lead analyses that inform product development, partnerships, and M&A, translating findings into clear recommendations with options and tradeoffs for leadership.

• Pricing: Partner with Product and Product Marketing to price new products for sale and update pricing on existing products to win in the market. Own discounting analysis and pricing recommendations delivered to leadership.

• Market Diligence: Direct market diligence to size opportunities, assess product-market fit, and model pricing and sales forecasting to support direct product investment or M&A initiatives.

• Market Intelligence Integration: Integrate TAM/SAM models, pricing insights, and field intelligence into product planning and prioritization.

• Executive Communication: Package and present insights to leadership teams on both recurring and ad-hoc bases, tailoring depth and framing to the audience.

• Deliverable Ownership: Own deliverables across pricing, TAM/SAM, and strategic analysis, ensuring quality, and consistency.

Requirements

• Bachelor’s degree in business, economics, finance, or a related field; MBA or other advanced degree preferred.

• 6 – 8 years of experience in strategy consulting, corporate strategy, competitive intelligence, or pricing/market strategy roles, ideally within B2B SaaS or enterprise software.

• Demonstrated experience leading pricing strategy, TAM/SAM sizing, and market or competitive analysis that directly informed executive decision-making.

• Experience supporting M&A processes, including market diligence, opportunity sizing, and pricing and sales forecasting.

• Strong financial modeling, quantitative analysis, and forecasting skills.

• Excellent written and verbal communication skills, with a track record of presenting complex analysis to senior executives and translating it into clear, actionable recommendations.

• Ability to manage multiple concurrent workstreams and balance short-term deliverables against multi-quarter strategic initiatives.

• Comfortable operating with ambiguity in a fast-paced environment; strong ability to influence cross-functionally across Product, Finance, and GTM.

• Proficiency in SQL and statistical programming languages (e.g., Python, R) for analytics, statistical modeling, or data manipulation.

• Demonstrated experience using AI tools for research, analysis, and synthesis

On target ranges above include base plus a portion of variable compensation that is earned based on company and individual performance.

The final compensation will be determined by a number of factors such as qualifications, expertise, and the candidate’s geographical location.

Why OpenGov?

A Mission That Matters.

At OpenGov, public service is personal. We are passionate about our mission to power more effective and accountable government. Government that operates efficiently, adapts to change, and strengthens public trust.  Some people say this is boring.  We think it’s the core of our democracy.

Opportunity to Innovate

The next great wave of innovation is unfolding with AI, and it will impact everything—from the way we work to the way governments interact with their residents. Join a trusted team with the passion, technology, and expertise to drive innovation and bring AI to local government. We’ve touched 2,000 communities so far, and we’re just getting started.

A Team of Passionate, Driven People

This isn’t your typical 9-to-5 job; we operate in a fast-paced, results-driven environment where impact matters more than simply clocking in and out. Our global team of 800+ employees is united in our commitment to challenge the status quo. OpenGov is headquartered in San Francisco and has offices in Atlanta, Boston, Chicago, Dubuque, Dallas, and Pune.

A Place to Make Your Mark

We pride ourselves on our performance-based culture, where every employee is encouraged to jump in head-first and take action to help us improve. If you have a great idea, we want to hear it. Excellent performance is recognized and rewarded, and we love to promote from within.

Benefits That Work for You

Enjoy an award-winning workplace with the benefits to match, including:

• Comprehensive healthcare options for individuals and families

• Flexible vacation policy and paid company holidays

• 401(k) with company match

• Paid parental leave, wellness stipends, and HSA contributions

• Professional development and growth opportunities

• A collaborative office environment with weekly catered lunches.