Staff Monetization and Pricing Strategist

This is a fully remote position, open to applicants in California, +5 more states.

📋 Description

• Establish Bonterra's inaugural dedicated pricing function and oversee the discipline from start to finish.

• Manage willingness-to-pay research and the design of value metrics for Bonterra Que and the overall product portfolio.

• Develop Bonterra's pricing research methodology utilizing conjoint analysis, Van Westendorp, and value-based pricing frameworks.

• Create packaging architecture that includes tier definitions, feature gating, and bundle logic.

• Build and sustain competitive pricing intelligence against key competitors and emerging AI pricing strategies.

• Execute the initial annual pricing benchmark study based on internal performance compared to a SaaS peer group.

• Supply pricing insights for every new product investment proposal, including revenue forecast projections as a scored business-case element.

• Collaborate with the CPO on strategic reviews within the Pricing Committee and represent pricing methodologies across Product, Finance, and Commercial teams.

• Direct the monetization framework for Bonterra Que, encompassing attach motion, value metric, and bundle calculations.

• Formulate the transition plan from traditional SaaS pricing to usage-based and outcome-based pricing for Que.

• Work alongside Product leaders to align pricing with advancing AI capabilities.

• Collaborate with Finance on pricing performance metrics in line with operating plans, EBITDA, and margin objectives.

• Partner with Commercial on competitive pricing intelligence, deal desk operations, and discount governance.

• Coordinate with Pricing Operations to implement new pricing frameworks in the operational system of record.

• Develop methodology and influence executive pricing decisions as the first individual contributor in this role, reporting directly to the CPO.

⛳️ Requirements

• Minimum of 6 years in pricing strategy, either within a multi-product B2B SaaS company or in a pricing strategy consulting environment.

• Proven track record of managing a willingness-to-pay study from its design phase through to the pricing decision.

• Experience in creating value metrics and packaging for a multi-product or multi-segment portfolio.

• Familiarity with usage-based and outcome-based AI pricing models, along with insights on transitioning between them.

• Comfortable working in a private equity-backed setting where pricing discipline is recognized as a valuation lever.

• Experience leading a willingness-to-pay or value-based pricing study that resulted in a significant pricing decision change.

• Skilled in establishing a competitive pricing intelligence process from the ground up and maintaining its currency.

• Experience collaborating with Product and Engineering leadership to translate pricing strategy into packaging and feature-gating decisions that have been implemented.

• Proven ability to work as an individual contributor with significant influence at senior levels.

• Must not require current or future sponsorship for employment authorization.

• Proficient in pricing methodologies including conjoint analysis, Van Westendorp, and value-based pricing studies.

• Knowledgeable about usage-based and outcome-based AI pricing.

• Capable of working cross-functionally with CPO, CFO, CRO, CEO, and leadership from Product, Finance, Commercial, and Engineering.

🏝️ Benefits

• Comprehensive benefits package promoting health, well-being, and personal growth.

• Bonuses.

• Incentives.

• Equity.

• Extensive benefits program.