Director, Product Pricing and Monetisation

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

📋 Description

• Formulate a comprehensive pricing and packaging strategy for the entire company, encompassing subscription plans, product bundles, add-ons, usage-based features, services, and new product introductions.

• Assess and refine the pricing structure across various products, customer segments, and revenue models.

• Recognize value metrics and enhance plan differentiation, feature entitlements, upgrade paths, bundling, and add-on integration.

• Develop business cases and model revenue, customer impact, adoption scenarios, risks, and financial results.

• Establish principles regarding discounts, promotions, trials, grandfathering, migrations, and price adjustments.

• Create a prioritized roadmap for monetization.

• Conduct ongoing customer research across prospects, trial users, paying customers, expanded customers, churned customers, agency owners, affiliates, and sub-accounts.

• Define customer segmentation and lead both qualitative and quantitative research initiatives.

• Establish a centralized repository for customer insights and disseminate findings to cross-functional teams and executives.

• Convert research findings into product strategy, roadmap prioritization, positioning, onboarding, customer education, and go-to-market strategies.

• Design experiments for pricing, packaging, positioning, and offers.

• Collaborate with Product, Growth, Engineering, Billing, Legal, Finance, Marketing, Sales, and Customer Success teams to execute approved modifications.

• Develop rollout strategies and safeguards that maintain customer trust, conversion rates, adoption, and retention.

• Create post-launch measurement plans and track conversion rates, plan mix, revenue per customer, expansion, churn, retention, gross margin, and lifetime value.

• Keep abreast of competitive intelligence across SaaS, agency technology, CRM, marketing automation, communications, AI, and related software categories.

• Establish governance for pricing and monetization across functions, including decision rights, approval processes, and measurement standards.

• Present commercially-driven recommendations to senior leadership.

• Foster alignment, challenge assumptions, and identify trade-offs.

• Initially serve as a hands-on leader, assisting in the development of the pricing, monetization analytics, and customer insights team.

• Enhance organizational capabilities in customer research, pricing strategy, experimentation, and value-based decision-making.

• Report to the Chief of Staff and collaborate closely with executive leadership.

⛳️ Requirements

• Over 12 years of experience in SaaS pricing, monetization, product strategy, customer insights, growth strategy, management consulting, corporate strategy, or related fields.

• Substantial direct experience in leading pricing and packaging decisions for a B2B SaaS, platform, or technology enterprise.

• Proven ability to convert customer research and data into actionable changes in product, pricing, packaging, or go-to-market strategies.

• Deep understanding of SaaS business models, including subscription economics, usage-based pricing, expansion revenue, retention, gross margin, and customer lifetime value.

• Experience with multi-product or multi-tier offerings and managing pricing adjustments for existing and new customers.

• Strong skills in quantitative and financial modeling.

• Proficiency in qualitative and quantitative research methods, including customer interviews, segmentation, surveys, willingness-to-pay analysis, concept testing, conjoint analysis, and behavioral data analysis.

• Strong commercial acumen.

• Exceptional executive communication skills.

• Highly collaborative approach with the ability to influence Product, Finance, Data, Engineering, Marketing, Sales, and Customer Success leaders.

• Comfort in a dynamic environment where the operational model and analytical foundations may still be in development.

• Player-coach mindset, capable of defining strategy, conducting customer interviews, reviewing analyses, building business cases, and supporting execution efforts.

• Preferred: experience in product-led growth, free trials, self-serve acquisition, or hybrid product-led and sales-assisted models.

• Preferred: experience with agency software, SMB software, CRM, marketing automation, communications, payments, AI products, or vertical SaaS.

• Preferred: experience with white-label products, reseller models, marketplaces, channel partners, or multi-sided platforms.

• Preferred: experience launching usage-based products or monetizing high-variable-cost capabilities.

• Preferred: familiarity with SQL, experimentation platforms, business intelligence tools, or product analytics systems.

• Preferred: experience in building a pricing, customer insights, or monetization function from the ground up.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health and wellness benefits.

• Opportunities for professional development and advancement.

• Flexible work arrangements and a supportive work environment.