At Fitness Passport, we're redefining workplace wellbeing by making it easier for employers to support their people and for individuals to access meaningful health benefits. You'll play a key role in shaping how we grow and deliver on this mission through thoughtful, effective pricing strategies that put value at the centre.
This role offers the opportunity to directly impact business growth while working on products that genuinely improve people's lives and wellbeing.
The Role
The role is responsible for developing and optimising value‐driven pricing strategies that support Fitness Passport's mission to improve health and wellbeing.
A defining feature of Fitness Passport's pricing model is its inherent variability — price and product composition differ by employer, with each package independently configured to reflect the size, demographics, and needs of each client. Added complexity comes from dual membership structures (individual and family), each with distinct pricing and usage patterns. The role requires fluency in both organisational buying behaviour and individual consumer behaviour.
This is a genuine greenfield opportunity: as the first dedicated pricing hire, the successful candidate will have real influence over our commercial function. How pricing is structured, governed, and grown, with scope to build the team over time — backed by the stability of an established, profitable business.
Areas of Focus
* Strategic pricing across existing and new gym access products, including price testing and market validation for new tiers
* Pricing strategy and testing for new digital and wellbeing products
* Individual and family membership pricing across all product lines
* Margin analysis and commercial modelling across an aggregated, multi‐partner service model
* Pricing governance, discounting frameworks, and promotions management
* Pricing technology evaluation, selection, and ongoing ownership
* Cross‐functional collaboration to enable sales effectiveness and product success
About You
* 6–8 years in pricing, commercial strategy, or growth roles, with a track record of genuine strategic decision‐making – not just execution. We are looking for someone who has had a real seat at the table on pricing decisions, ideally in a leaner team environment where they were required to think as well as do.
* Experience in B2B or B2B2C environments is strongly preferred. Ideal backgrounds include modern subscription platforms, two‐sided marketplaces (e.g. platforms managing both supply and demand), SaaS, or similar businesses where pricing involves managing complex multi‐party relationships.
* Deep understanding of value‐based and segment‐based pricing – including experience in environments where there is no single price for a product but rather variable pricing tailored to each customer or segment.
* Proven experience pricing for both organisational buyers (large corporates or public sector) and consumers, including individual and family membership structures, with an understanding of how these buyer behaviours differ – actuarial pricing experience or exposure will be highly regarded.
* Strong margin analysis capability, including experience with multi‐vendor or aggregated cost structures and variable usage‐based cost models.
* Experience with price elasticity modelling and pricing experiments, including A/B testing and other quantitative research techniques.
* Data‐literate and analytically self‐sufficient: proficient in Excel and at least one of SQL, Python, or R; comfortable conducting and presenting analysis independently without always relying on a dedicated analyst resource.
* Subject matter expertise in pricing technology: experience evaluating or implementing pricing platforms, subscription management systems (e.g., Chargebee, Stripe), or related commercial tools.
* Excellent communication and stakeholder management skills, with the ability to explain complex, variable pricing logic and commercial trade‐offs to diverse audiences.
* Collaborative approach: works effectively across Product, Go‐to‐Market, Finance, and Data teams, while also operating confidently as an independent contributor.
What You'll Love
At Fitness Passport, we're not just about providing access to great gyms and wellness facilities — we've also created a fantastic place to work. Our company values of Collaboration, Growth, Respect, Integrity and Wellbeing define our culture and the principles we use to operate our business.
We don't just talk about wellness — we live it! Our BeneFit Passport Rewards Program and values‐driven culture support your well‐being inside and outside of work.
Benefits
* Your very own Fitness Passport membership – access thousands of fitness facilities because we believe in what we offer
* 3 paid well‐being days per year – because rest and recharge matter
* Hybrid & flexible work – our Sydney‐based team enjoys three days a week in our new head office
* Generous WFH allowance to support our hybrid model
* Ongoing wellness perks – think fitness challenges, guest speakers, and more
* Paid parental leave to support you and your family
* Mental health support through Clear Head & our Employee Assistance Program
* Rewards & recognition – Earn Hero Points and get rewarded for your impact!
* Regular social events to stay connected and celebrate wins
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