Director of Pricing – Monetization

This is a fully remote position, open to applicants in Canada.

📋 Description

• Spearhead analysis and recommendations for pricing and packaging related to plans, tiers, bundles, and add-ons.

• Assess the evolution of pricing models for new products, capabilities, and customer segments.

• Identify value metrics that align customer payments with the value they receive.

• Formulate principles for discounting, promotions, renewals, and price adjustments.

• Create and maintain a prioritized monetization roadmap alongside GTM and Product leadership.

• Construct business cases and financial models to evaluate impacts on acquisition, conversion, expansion, retention, and customer lifetime value.

• Collaborate with Finance on revenue forecasting and scenario analysis.

• Analyze deal, usage, and customer data, including willingness to pay, actual pricing, and discounting trends.

• Measure the effects of pricing initiatives on ARR and margins, and report findings to leadership.

• Develop customer segmentation frameworks and conduct both qualitative and quantitative research.

• Keep track of competitive pricing and trends in SaaS and AI monetization.

• Design pricing and packaging experiments that include hypotheses, success metrics, and safeguards.

• Work collaboratively on implementation across CPQ systems, billing, and reporting.

• Create rollout and transition plans while providing Sales and Customer Success training and resources.

• Establish post-launch measurement plans and refine strategies based on results and feedback.

• Set up pricing review and decision-making processes involving Finance, Product, and GTM.

• Present data-driven recommendations and trade-offs to executive leadership.

• Provide advice to Sales and Customer Success leadership on deal structures and pricing inquiries.

• Report directly to the VP, GTM Strategy & Operations.

⛳️ Requirements

• Over 7 years of experience in pricing, monetization, FP&A, strategic finance, or revenue strategy, preferably within B2B SaaS.

• Proven experience in analyzing, recommending, and implementing changes in pricing or packaging.

• Strong analytical and financial modeling capabilities.

• Comprehensive understanding of SaaS metrics and subscription economics, including ARR, NRR, churn, CAC, LTV, and gross margin.

• Familiarity with seat-based, usage- or consumption-based, value-based, and hybrid pricing models.

• Proficiency in SQL and advanced spreadsheet modeling.

• Experience with AI and BI tools.

• Ability to effectively communicate findings and recommendations in both presentations and written formats.

• Capability to collaborate with executives and cross-functional teams.

• Skill in evaluating commercial decisions based on customer value, growth, and long-term strategy.

• Competence to operate independently in a fast-paced, high-growth environment.

• Comfort with leveraging AI tools and emerging technologies.

• All candidates must be eligible to work in Canada.

🏝️ Benefits

• Stock options.

• Benefits designed to support you and your family.

• Primarily remote work with flexible arrangements.

• Travel and accommodation covered for the first three days of onboarding for candidates outside the local commuting area.

• Occasional travel to the Toronto office and conferences as required.

• A collaborative, ambitious, and supportive team culture.

• An inclusive and accessible hiring experience with accommodations and reasonable adjustments.