Senior Staff Monetization and Pricing Strategist

About the Role

As the Senior Staff Monetization and Pricing Strategist, you will play a critical role in shaping the pricing strategy for our B2B SaaS offerings. As an individual contributor, will analyze market trends, customer needs, and competitive positioning to develop pricing models and packaging strategies that maximize revenue and enhance customer value. This role requires a strategic thinker with a strong analytical background and a deep understanding of the SaaS (MarTech preferred but not required) landscape. Also needs to be able to work cross functionally with finance, accounting, legal, product, marketing, operations, and go to market teams to ensure smooth releases of pricing updates and monetization strategies.

You will report to the Vice President, Market Strategy. This role will be hybrid for either the New York or San Francisco Office.

What You’ll Do

• Pricing Strategy Development: Design and implement pricing strategies that align with business objectives and market demands, ensuring competitiveness and profitability.
• Market Analysis: Conduct thorough market research and competitive analysis to identify trends, opportunities, and potential threats in the MarTech space.
• Customer Insights: Collaborate with cross-functional teams, including Sales, Marketing, and Customer Success, to gather insights on customer needs and preferences, informing pricing and packaging decisions.
• Revenue Forecasting: Develop revenue models and forecasts based on pricing strategies, market conditions, and customer behavior to support financial planning.
• Packaging Optimization: Create and optimize product packages that enhance customer value and drive adoption, ensuring clarity and simplicity in offerings.
• Stakeholder Collaboration: Work closely with product management, sales, finance, legal and marketing teams to ensure alignment on pricing strategies and effective communication to customers.
• Performance Monitoring: Establish KPIs to measure the effectiveness of pricing and packaging strategies, and make data-driven recommendations for adjustments as needed.
• Thought Leadership: Stay informed on industry trends, best practices, and emerging technologies in the MarTech space to drive innovation in pricing and packaging
• Operational Excellence: Institutionalize strategic frameworks, guidelines, and best practices to ensure operational consistency, scalability, and continuous improvement across the monetization function and key cross-functional partners; drive process improvements based on direct and indirect feedback from executives, internal team, and cross functional partners

What Success Looks Like

• In your first 90 days: you understand our current pricing and packaging architecture and the reasoning behind it, you've built working relationships across your core partners — Finance, Product, Engineering, GTM, and Marketing, and you've identified where the biggest monetization opportunities and risks sit.
• In your first 6 months: you're driving a meaningful piece of the monetization roadmap end to end, and you've taken at least one pricing or packaging change from analysis through cross-functional launch.
• In your first year: executives come to you as the source of truth on how your portfolio generates revenue, and the frameworks you've put in place have made monetization decisions faster and more consistent across the company.

Who You Are:

• 7+ years in pricing, monetization, packaging, or revenue strategy, with substantial time spent executing in-house at a B2B SaaS company, not only advising on it. A consulting or pricing-firm background is a real asset; we're looking for people who have since taken that thinking into an operating role.
• Experience in B2B with Enterprise Customers (2000+ employees)
• Strong analytical and financial modeling ability. You can build the model yourself, and you're comfortable working through product analytics partners to get the data behind it. You don't need to build the dashboard, but you know exactly what to ask for.
• A proven track record of pricing and packaging changes you took to market, and evidence of what they did. We're more interested in decisions you own than frameworks you're familiar with.
• Operational rigor. You bring structure to ambiguous, multi-team work and can drive it to completion across organizations.
• Executive communication. You can distill complex commercial tradeoffs into a clear recommendation with senior stakeholders across Finance, Product, and Go-to-Market.
• Bonus: hands-on experience monetizing AI products, usage- or consumption-based models, or a track record of standing up pricing and monetization from the ground up across multiple early-stage companies.
• Bachelor's degree or equivalent practical experience. MBA welcome, not required.

For candidates based in the United States, the pay range for this position at the start of employment is expected to be between $158,000 and $248,000/year, with an expected On Target Earnings (OTE) between $184,000 and $288,000/year (including bonus or commission). Your exact offer may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition to cash compensation, this role qualifies for a comprehensive Total Rewards package that includes equity grants of restricted stock (RSUs) so that you will own a piece of our company.