Senior Director, Pricing Strategy & Monetization

We are seeking a highly skilled and strategic Senior Director, Monetization to lead and expand our pricing and revenue generation strategies within our fast-growing technology company. This position will play a pivotal role in shaping and driving the company’s monetization strategies, including pricing, packaging, revenue operations, and customer insights, to maximize growth and profitability. Reporting to the CMO, the Senior Director of Monetization will lead cross-functional teams and collaborate with marketing, sales, product, and finance to drive sustainable revenue growth.

• Develop and maintain pricing strategies that align with company objectives and adapts to market trends
• Lead the creation and optimization of pricing models, including the development of the customer segmentation and ideal customer profile, ensuring alignment with market trends, customer needs, and competitive positioning.
• Drive dynamic pricing strategies, pricing offers and corresponding sales plays that balance profitability with market share growth and customer satisfaction.

• Lead research initiatives on competitive pricing strategies and market trends, ensuring the company’s pricing stays competitive and differentiated.
• Identify and anticipate market shifts to adjust monetization strategies proactively.

• Oversee the alignment of monetization efforts with sales, marketing, and customer adoption teams to ensure seamless revenue generation and retention.
• Develop systems and processes that optimize the full revenue cycle, from customer acquisition to retention.

• Work closely with product management to ensure pricing strategies reflect product value, customer needs, and market opportunities.
• Influence product packaging and tiers to align with different customer segments and use cases, enabling more flexible pricing structures.

• Leverage data to analyze customer behavior, segment pricing elasticity, and develop personalized pricing models that maximize revenue opportunities.
• Build a robust system for ongoing customer feedback loops that inform product, pricing, and market strategies.

• Manage and optimize pricing strategies across various sales channels, including direct sales, partners, and resellers.
• Ensure consistent pricing execution and profitability across all channels, including third-party partnerships.

• Lead efforts to explore and implement new monetization models, including usage-based pricing, value-based pricing, and freemium models, to drive incremental revenue streams.
• Collaborate with internal stakeholders to identify opportunities for product upselling, cross-selling, and subscription expansion.

• Regularly collaborate with finance on financial models to forecast revenue based on pricing strategies, providing key insights for leadership on pricing impacts.
• Regularly collaborate with finance to model various pricing scenarios, ensuring the company achieves both short-term and long-term financial objectives.

• 15+ years of experience in monetization, pricing, or revenue strategy, ideally within a technology company or technology-driven organization.
• Proven experience in developing and executing successful monetization strategies that have driven growth in dynamic, competitive markets.
• Strong understanding of SaaS pricing models, including subscription-based, usage-based, and value-based pricing structures.
• Demonstrated ability to work cross-functionally with product, sales, marketing, and finance to deliver impactful revenue results.
• Exceptional data analysis and financial modeling skills, with the ability to translate insights into actionable pricing strategies.
• Strong leadership and team-building experience, with the ability to inspire and mentor teams to achieve high performance.
• Ability to communicate complex pricing concepts to both technical and non-technical audiences.
• Bachelor’s degree in finance, business, economics, or a related field; MBA or advanced degree preferred.