GTM Monetization & Pricing Strategist

Essential Functions and Responsibilities

• Help define and evolve monetization strategies for Lumin’s products, capabilities, and service offerings, including pricing structures, packaging approaches, commercial constructs, and offer design.
• Partner cross-functionally with Product, Finance, Operations, Product Marketing, Sales, Sales Consultants/Support and GTM Systems & Intelligence to align monetization strategies with product value, margin objectives, delivery realities, and market opportunity.
• Support the development of governance frameworks, decision models, and cross-functional processes that guide pricing and monetization decisions across go-to-market motions.
• Drive & enable deal performance analysis, discounting behavior, commercial trends, realized outcomes, and market dynamics to identify opportunities to improve monetization effectiveness, consistency, and commercial predictability.
• Incorporate inputs such as market segmentation, ICP considerations, buyer context, implementation complexity, market intelligence and route-to-market factors into monetization strategy recommendations.
• Help identify where differentiated monetization approaches may be needed across customer segments, product capabilities, deal structures, and commercial motions.
• Partner with GTM Systems & Intelligence, Operations and Finance stakeholders to improve visibility into monetization outcomes and establish a stronger feedback loop between strategy, execution, and performance.
• Support operational readiness for new or evolving pricing, packaging, and commercial constructs through documentation, alignment, and stakeholder communication.
• Help ensure commercial approaches can be effectively operationalized within GTM workflows, systems, handoffs, and governance processes.
• Perform other duties as assigned.

Position Specifications

Education

• Bachelor’s degree in Business, Strategy, Marketing, Finance, Economics, Operations, or a related discipline; or equivalent combination of education and experience.
• Advanced coursework or certifications in pricing, product marketing, strategy, finance, or commercialization are a plus.

Experience

• At least 5 years of experience in B2B go-to-market strategy, monetization, pricing, commercialization, product marketing, revenue operations, management consulting, or related functions.
• Experience working in cross-functional environments where Product, Finance, Delivery, Sales, and Marketing must align around commercial decisions.
• Experience supporting or shaping pricing strategy, packaging, offer design, commercialization, or related strategic initiatives in a B2B environment.
• Familiarity with long, complex, high-value sales motions and the commercial dynamics that come with them.
• Experience in B2B SaaS, fintech, and/or similarly complex recurring-revenue business models is preferred.
• Demonstrated experience using AI tools (e.g., Claude, ChatGPT, or similar) to enhance productivity, accelerate analysis, or support strategic work.

Knowledge, Skills, & Abilities

• Strong strategic thinking and structured problem-solving skills with the ability to connect market context, customer value, operational realities, and financial implications.
• Strong commercial instincts and ability to evaluate how products and capabilities should be positioned and monetized in market.
• Ability to work effectively across functions and navigate ambiguity, competing priorities, and evolving organizational dynamics.
• Strong communication, facilitation, and stakeholder alignment skills, with the ability to translate complex concepts into practical decisions.
• Comfort working with data and analytics to inform strategy, assess outcomes, and guide recommendations.
• Understanding of B2B go-to-market motions, segmentation concepts, offer design, packaging, and commercialization dynamics.
• High level of judgment, curiosity, pragmatism, and business acumen.
• Familiarity with CRM, CPQ, BI/reporting, and other commercial systems is helpful but not required.