Director, Product Pricing and Monetisation

Responsibilities

Pricing and packaging strategy

• Develop a company-wide pricing and packaging strategy across subscription plans, bundles, add-ons, usage-based capabilities, services, and new product launches.
• Evaluate pricing architecture, value metrics, plan differentiation, feature entitlements, upgrade paths, bundling, and add-on attachment.
• Build business cases covering acquisition, conversion, revenue per customer, expansion, retention, gross margin, and lifetime value.
• Establish principles for discounts, promotions, trials, grandfathering, migrations, and price increases.
• Partner with Finance and Data to model revenue impact, customer impact, adoption scenarios, and risks.
• Create a prioritized monetization roadmap.

Customer research and insights

• Build continuous research programs across prospects, trial users, customers, expanded customers, churned customers, agency owners, affiliates, and agency sub-accounts.
• Establish segmentation based on needs, behaviors, maturity, business models, use cases, value realization, and willingness to pay.
• Lead interviews, surveys, concept testing, win/loss analysis, churn research, behavioral analysis, and willingness-to-pay studies.
• Create a centralized customer-insights repository and share insights regularly with cross-functional teams and executive leadership.
• Translate research into product strategy, roadmap, positioning, onboarding, education, and go-to-market recommendations.

Experimentation and implementation

• Design pricing, packaging, positioning, and offer experiments with hypotheses, target segments, success metrics, and decision criteria.
• Partner with Product, Growth, Engineering, Billing, Legal, Finance, Marketing, Sales, and Customer Success to implement approved changes.
• Develop rollout strategies for existing and new customers, channel partners, affiliates, billing, communications, and support.
• Establish guardrails protecting customer trust, conversion, adoption, and retention.
• Measure trial-to-paid conversion, plan mix, average revenue per customer, add-on attachment, expansion, downgrades, churn, net revenue retention, gross margin, and customer lifetime value.

Market and competitive intelligence

• Track pricing, packaging, positioning, and monetization trends across SaaS, agency technology, CRM, marketing automation, communications, AI, and adjacent software.
• Identify changes in customer expectations, competitive offers, business models, and value metrics.
• Use market intelligence alongside customer value, product strategy, economics, and long-term differentiation.

Organizational leadership

• Establish cross-functional pricing and monetization operating cadences, decision rights, approval processes, and measurement standards.
• Present commercially grounded recommendations to senior leaders and build alignment across functions.
• Initially operate as a hands-on leader and help build a team across pricing, monetization analytics, and customer insights.
• Raise organizational capability in customer research, pricing strategy, experimentation, and value-based decision-making.

Requirements

• 12+ years of experience across SaaS pricing, monetization, product strategy, customer insights, growth strategy, and management.
• Experience leading cross-functional commercial strategy and translating research, behavioral data, market intelligence, financial analysis, and experimentation into business decisions.
• Experience with pricing and packaging, customer segmentation, willingness-to-pay research, monetization experiments, and SaaS metrics.
• Strong executive communication, analytical, strategic, and organizational leadership skills.