Principal Pricing Analyst

Who Are We?

Postman is the world’s leading API platform, used by more than 40 million developers and 500,000 organizations, including 98% of the Fortune 500. Postman is helping developers and professionals across the globe build the API-first world by simplifying each step of the API lifecycle and streamlining collaboration—enabling users to create better APIs, faster.

The company is headquartered in San Francisco and has offices in Boston, New York, and Bangalore - where Postman was founded. Postman is privately held, with funding from Battery Ventures, BOND, Coatue, CRV, Insight Partners, and Nexus Venture Partners. Learn more at postman.com or connect with Postman on X via @getpostman.

P.S: We highly recommend reading The "API-First World" graphic novel to understand the bigger picture and our vision at Postman.

About the Role

We’re looking for a Principal Pricing Analyst to lead the analytical and strategic foundation of our pricing and packaging initiatives. You’ll be the hands-on expert responsible for turning complex data into actionable insights that shape how we price our products - from our PLG motion to enterprise expansion.

You’ll work closely with Product, Growth, Marketing, and Finance teams to evaluate monetization opportunities, model pricing experiments, analyze customer behavior, and present clear recommendations to Postman’s leadership. You will also work on implementing your recommendations.

• Lead major pricing and packaging initiatives: Drive quantitative analysis for Postman’s pricing overhaul, supporting tier design, feature packaging, and value-based monetization.
• Model and simulate pricing strategies: Use analytical and statistical techniques to forecast revenue, adoption, churn, and ARPU impact from proposed pricing changes.
• Own ongoing pricing performance: Monitor key pricing KPIs (conversion, expansion, retention) and identify opportunities for optimization. We ship features every month, and product teams will look to you to help price / package new offerings.
• Collaborate with cross-functional partners: Work hand-in-hand with Product, PLG, Product Analytics, Sales, and Finance to translate data into pricing actions.
• Partner with PMs on experimentation: Support pricing tests, usage-based pricing pilots, and feature monetization experiments with robust analytical frameworks.
• Conduct customer research: Integrate data from surveys (Van Westendorp, Gabor-Granger, conjoint) and usage patterns to inform price sensitivity models.
• Communicate insights: Present findings and strategic recommendations to senior leaders including the Head of PLG Product, Head of PLG Revenue, and the C-Suite.Enable pricing innovation: Explore frontier ideas in pricing such as AI-driven or dynamic pricing mechanisms, especially relevant to developer and API-first products.

• 7+ years of experience in pricing analytics, monetization strategy, or data science within a B2B SaaS environment (developer tools and / or PLG models preferred).
• Proven ability to design and evaluate pricing/packaging structures that balance customer value with growth and revenue outcomes.
• Strong analytical and modeling skills - advanced Excel and SQL required; proficiency in Python/R or similar tools a plus.
• Experience with statistical pricing methods (conjoint, Van Westendorp, elasticity modeling) and data visualization tools (Looker, Tableau, Mode, etc.).
• Familiarity with financial modeling, segmentation, and cohort analysis across self-serve and enterprise funnels.
• Excellent communication skills - able to translate analytical findings into clear business recommendations for executive audiences.
• Deep intellectual curiosity with a drive to explore “why” behind the data - constantly seeking to uncover insights that inform smarter pricing and packaging decisions.
• A self-starter mindset: able to own pricing projects end-to-end, while collaborating effectively across teams.
• A passion for developer products, PLG growth, and innovative monetization models (bonus for experience with AI-driven or usage-based pricing).

This is a foundational hire for Postman’s monetization evolution. You’ll directly shape how we capture and deliver value to millions of developers worldwide. Over time, you’ll have the opportunity to build and lead a small pricing analytics function as we scale. 

• Experience with AI/ML-based pricing experimentation or forecasting.
• Exposure to usage-based pricing or hybrid PLG + sales-led SaaS models.
• A background in economics, statistics, or applied mathematics.

The reasonably estimated base salary for this role ranges from $200,000.00 to $240,000.00, plus a competitive equity package. Actual compensation is based on the candidate's skills, qualifications, and experience.

What Else?

In addition to Postman's pay-on-performance philosophy, and a flexible schedule working with a fun, collaborative team, Postman offers a comprehensive set of benefits, including full medical coverage, flexible PTO, wellness reimbursement, and a monthly lunch stipend. Along with that, our wellness programs will help you stay in the best of your physical and mental health. Our frequent and fascinating team-building events will keep you connected, while our donation-matching program can support the causes you care about. We’re building a long-term company with an inclusive culture where everyone can be the best version of themselves. 

At Postman, we embrace a hybrid work model. For all roles based out of San Francisco Bay Area, Boston, Bangalore, Hyderabad, and New York, employees are expected to come into the office 3-days a week. We were thoughtful in our approach which is based on balancing flexibility and collaboration and grounded in feedback from our workforce, leadership team, and peers. The benefits of our hybrid office model will be shared knowledge, brainstorming sessions, communication, and building trust in-person that cannot be replicated via zoom.

Our Values

At Postman, we create with the same curiosity that we see in our users. We value transparency and honest communication about not only successes, but also failures. In our work, we focus on specific goals that add up to a larger vision. Our inclusive work culture ensures that everyone is valued equally as important pieces of our final product. We are dedicated to delivering the best products we can.

Equal opportunity

Postman is an Equal Employment Opportunity and Affirmative Action Employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status. Headhunters and recruitment agencies may not submit resumes/CVs through this website or directly to managers. Postman does not accept unsolicited headhunter and agency resumes. Postman will not pay fees to any third-party agency or company that does not have a signed agreement with Postman.