Director, Pricing Strategy at Astera Labs

<div class="content-intro"><p><span data-teams="true">Astera Labs (NASDAQ: ALAB) provides rack-scale AI infrastructure through purpose-built connectivity solutions. By collaborating with hyperscalers and ecosystem partners, Astera Labs enables organizations to unlock the full potential of modern AI. Astera Labs’ Intelligent Connectivity Platform integrates CXL®, Ethernet, NVLink, PCIe®, and UALink™ semiconductor-based technologies with the company’s COSMOS software suite to unify diverse components into cohesive, flexible systems that deliver end-to-end scale-up, and scale-out connectivity. The company’s custom connectivity solutions business complements its standards-based portfolio, enabling customers to deploy tailored architectures to meet their unique infrastructure requirements. Discover more at <a id="menurhut" class="fui-Link ___1q1shib f2hkw1w f3rmtva f1ewtqcl fyind8e f1k6fduh f1w7gpdv fk6fouc fjoy568 figsok6 f1s184ao f1mk8lai fnbmjn9 f1o700av f13mvf36 f1cmlufx f9n3di6 f1ids18y f1tx3yz7 f1deo86v f1eh06m1 f1iescvh fhgqx19 f1olyrje f1p93eir f1nev41a f1h8hb77 f1lqvz6u f10aw75t fsle3fq f17ae5zn" href="http://www.asteralabs.com/" target="_blank">www.asteralabs.com</a>.</span></p></div><p>&nbsp;</p> <h3 class="wnfdnth _1ibi0s33y _1ibi0s34u" data-pm-slice="1 1 []">Role Overview</h3> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Astera Labs is seeking a highly strategic and commercially focused <strong>Director, Pricing Strategy</strong> to define and drive the company's global pricing strategy across its semiconductor, connectivity, software, and platform solutions portfolio.</p> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">This role sits at the center of Astera Labs' commercial decision-making and is accountable for three outcomes:</p> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Define pricing and monetization strategies that strengthen competitive positioning, reflect customer value, and support profitable growth across existing and emerging businesses.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Institutionalize pricing governance through clear policies, guardrails, approval models, and decision frameworks that improve speed, consistency, and discipline.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Build a scalable pricing capability over time, including the processes, metrics, tools, and organizational foundations needed to support the company's next phase of growth.</p> </li> </ul> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">The ideal candidate combines deep semiconductor industry experience with strong business acumen, financial expertise, market insight, and executive presence. This individual understands how technology differentiation, product performance, customer value, competitive dynamics, costs, and market demand interact to influence pricing decisions.</p> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">This leader must be equally effective shaping internal strategy and representing Astera Labs externally in senior-level customer and partner pricing discussions. They should be comfortable engaging directly with customer procurement, business, and product stakeholders, especially in complex or ambiguous situations where pricing positions are still being developed.</p> <p>&nbsp;</p> <p>&nbsp;</p> <h3 class="wnfdnth _1ibi0s33y _1ibi0s34u" data-pm-slice="1 3 []">Key Responsibilities</h3> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea"><strong>Pricing Strategy &amp; Monetization</strong></p> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Define and evolve Astera Labs' global pricing strategy across semiconductor products, software offerings, connectivity solutions, and strategic commercial programs.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Develop pricing methodologies that balance customer value, competitive positioning, market adoption, profitability, and long-term business objectives.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Partner with Product Management to develop pricing, packaging, and monetization strategies for new products, platforms, and emerging business opportunities.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Analyze market dynamics, customer buying behavior, competitive offerings, and industry trends to identify pricing opportunities and risks.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Develop and maintain pricing models that incorporate value-based pricing, competitive benchmarking, product cost structures, and financial objectives.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Evaluate price-per-performance positioning and other key market metrics to ensure Astera Labs remains competitively positioned across target markets and customer segments.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Develop pricing recommendations using customer value, competitive intelligence, market positioning, cost structures, and strategic objectives.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Influence product portfolio strategy through pricing insights, profitability analysis, market intelligence, and commercial recommendations.</p> </li> </ul> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea"><strong>Pricing Governance &amp; Frameworks</strong></p> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Develop and own Astera Labs' pricing governance framework, including pricing policies, discount governance, pricing authority levels, approval processes, and exception management.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Establish scalable pricing processes that balance business agility with financial discipline and margin objectives.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Define pricing approval workflows and governance models for strategic customer opportunities, pricing exceptions, discount approvals, and new product introductions.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Create and maintain pricing guardrails, discount thresholds, pricing corridors, and escalation procedures that improve pricing consistency across the organization.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Partner with Executive Leadership, Finance, Sales, and Product Management to ensure pricing governance aligns with company strategy and growth objectives.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Provide guidance on discounting policies, customer segmentation strategies, list pricing, pricing structures, and deal governance.</p> </li> </ul> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea"><strong>Cross-Functional &amp; Executive Partnership</strong></p> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Facilitate cross-functional pricing reviews for strategic opportunities, major customer negotiations, new product introductions, and significant commercial initiatives.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Support executive reviews of strategic customer opportunities, pricing exceptions, and complex commercial agreements.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Partner with Finance and Operations to understand product cost drivers, manufacturing economics, supply chain dynamics, and gross margin performance.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Collaborate closely with Sales, Product Management, Finance, Marketing, Operations, and Executive Leadership to drive alignment on commercial decisions.</p> </li> </ul> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea"><strong>Customer Engagement &amp; Scaling the Function</strong></p> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Engage directly in senior-level customer and partner pricing discussions where needed, particularly for strategic accounts, new market opportunities, or complex negotiations.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Establish key pricing performance metrics and reporting frameworks to monitor pricing effectiveness, win rates, margin performance, and price realization.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Help build and scale Astera Labs' pricing capabilities, processes, tools, and organizational expertise over time.</p> </li> </ul> </li> </ul> <h3 class="wnfdnth _1ibi0s33y _1ibi0s34u">Basic Qualifications</h3> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Bachelor's degree in Business, Economics, Finance, Engineering, Marketing, or a related field.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">10+ years of experience in pricing strategy, product marketing, business management, corporate strategy, finance, product management, commercial operations, or related leadership roles.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Significant experience within the semiconductor industry or adjacent technology sectors relevant to AI infrastructure, connectivity, networking, data center, compute, or cloud infrastructure markets.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Demonstrated experience developing and executing pricing strategies for semiconductor or highly technical technology products.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Strong understanding of semiconductor business models, pricing frameworks, customer buying behavior, and competitive market dynamics.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience developing pricing strategies that incorporate technology differentiation, customer value, market positioning, cost structures, and profitability objectives.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience evaluating market price points, price-per-performance positioning, and competitive product benchmarks to support commercial decision-making.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience developing and implementing pricing governance frameworks, pricing policies, commercial approval processes, or deal governance programs.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Strong financial modeling, profitability analysis, and business case development capabilities.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience presenting recommendations and influencing executive-level business decisions.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience participating in or leading customer-facing pricing and commercial discussions.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Exceptional analytical, strategic thinking, communication, negotiation, and presentation skills.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Proven ability to work effectively across Sales, Product Management, Finance, Marketing, Operations, and Executive Leadership organizations.</p> </li> </ul> <h3 class="wnfdnth _1ibi0s33y _1ibi0s34u">Preferred Qualifications</h3> <ul class="wnfdnte"> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience supporting AI infrastructure, networking, connectivity, interconnect, semiconductor, data center, or cloud infrastructure products.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Deep understanding of semiconductor pricing strategies, product lifecycle management, cost structures, packaging and test economics, yield considerations, and gross margin optimization.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience evaluating price-performance positioning and competitive differentiation in highly technical markets.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience supporting hyperscalers, OEMs, ODMs, enterprise infrastructure customers, or strategic technology accounts.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience developing value-based pricing methodologies and commercial frameworks for differentiated technology products.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience building pricing organizations, pricing centers of excellence, or commercial excellence functions.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience developing pricing governance models within semiconductor, infrastructure technology, networking, or enterprise hardware businesses.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience supporting executive pricing councils, deal review boards, or commercial governance committees.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">MBA or advanced degree preferred.</p> </li> <li class="wnfdntd _1ibi0s33w"> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea">Experience working within a high-growth public technology company is a plus.</p> </li> </ul> <p>&nbsp;</p> <p class="wnfdntt _1ibi0s3f5 _1ibi0s3ce _1ibi0s3ea" data-pm-slice="1 1 []">Base salary range is $200,000 to $250,000 depending on experience, level, and business need. This role may be eligible for discretionary bonus, incentives and benefits.</p> <p>&nbsp;</p> <p>&nbsp;</p><div class="content-conclusion"><p>We know that creativity and innovation happen more often when teams include diverse ideas, backgrounds, and experiences, and we actively encourage everyone with relevant experience to apply, including people of color, LGBTQ+ and non-binary people, veterans, parents, and individuals with disabilities.</p></div>