Director, Product Pricing and Monetization

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

📋 Description

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

• Assess and enhance HighLevel’s pricing framework, value metrics, plan differentiation, entitlements, upgrade pathways, bundling strategies, and add-on integrations.

• Construct business cases and analyze revenue, customer behavior, adoption rates, and risk implications in collaboration with Finance and Data teams.

• Develop a prioritized monetization roadmap along with guidelines for discounts, promotions, trials, migrations, grandfathering, and price adjustments.

• Conduct and lead ongoing customer research involving prospects, trial users, current customers, churned clients, agency owners, affiliates, and sub-accounts.

• Define customer segmentation, perform both qualitative and quantitative research, and sustain a centralized repository for customer insights.

• Convert insights into actionable product strategies, roadmap prioritization, positioning, onboarding processes, educational content, and go-to-market execution.

• Design and implement experiments related to pricing, packaging, positioning, and offers.

• Formulate rollout strategies and post-launch measurement plans while tracking conversion rates, revenue growth, expansion, retention, margins, and lifetime value metrics.

• Keep abreast of market and competitive intelligence within the SaaS, agency technology, CRM, marketing automation, communications, AI, and related software sectors.

• Establish governance structures for cross-functional pricing and monetization, including decision rights, approval workflows, and measurement standards.

• Present recommendations to senior leadership and foster alignment across various functions.

• Initially serve as a hands-on leader while assembling a team focused on pricing, monetization analytics, and customer insights.

• Enhance the organization’s capabilities in customer research, pricing strategy, experimentation, and value-driven decision-making.

⛳️ Requirements

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

• Extensive direct experience in leading pricing and packaging strategies for a B2B SaaS, platform, or technology organization.

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

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

• Experience managing multi-product or multi-tier offerings and overseeing pricing modifications for both existing and new customers.

• Robust quantitative and financial modeling capabilities.

• Familiarity with both qualitative and quantitative research methodologies, including interviews, segmentation, surveys, willingness-to-pay assessments, concept testing, conjoint analysis, and behavioral data analysis.

• Strong commercial acumen.

• Exceptional communication skills suited for executive-level engagement.

• Highly collaborative approach with a proven track record of influencing leaders in Product, Finance, Data, Engineering, Marketing, Sales, and Customer Success.

• Ability to thrive in a dynamic environment where operational models and analytical foundations may require development.

• Player-coach mindset.

• Preferred: experience with product-led growth, free trials, self-service acquisition, agency or SMB software, CRM, marketing automation, communications, payments, AI products, vertical SaaS, white-label offerings, reseller models, marketplaces, channel partnerships, multi-sided platforms, usage-based products, SQL, experimentation platforms, business intelligence tools, product analytics systems, or building a pricing/customer insights/monetization function.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous paid time off and flexible work hours.

• Opportunities for professional growth and development.

• Collaborative and inclusive company culture.