Head of Pricing, Monetization & Digital revenue

Role Summary

We are seeking an experienced executive to serve as the Head of Pricing, Monetization & Digital Revenue. This critical role is responsible for unifying the pricing, packaging, and revenue operations across our entire portfolio of SaaS and financial products.

You will design and implement a single, unified monetization architecture—grounded in costs, usage, and customer value—to drive accelerated ARR/NRR growth, increase price realization, and shorten customer acquisition cost (CAC) payback periods.

Mission (Core Outcomes)

• Revenue Growth: Deliver measurable annual and net revenue retention (NRR) growth across all product lines.
• Pricing Architecture: Implement a single, unified pricing architecture (bundles, add-ons, usage models, entitlements) with necessary guardrails to ensure consistency.
• Profitability: Increase realized Average Selling Price (ASP) and significantly reduce the average discount rate.
• Speed & Quality: Ensure every product release ships with complete pricing, packaging, SKUs, metering, and CPQ readiness.
• Unit Economics: Establish best-in-class unit economics, shortening CAC payback and lifting NRR through strategic expansion playbooks.

Key Responsibilities

1. Unified Pricing Strategy & Architecture

• Own the global pricing and packaging strategy, defining bundles, editions, and hybrid/usage-based models (volumes, API calls, seats).
• Align pricing with customer value metrics and manage the global pricing calendar, including CPI adjustments and segment migration plans.
• Define and publish a single source of truth for all key unit economics metrics (LTV, CAC, NRR, GRR).

2. Financial Modeling & Profitability

• Develop fully-loaded cost models per SKU (including infrastructure, data, support, partner/LP fees) in collaboration with the Finance Department to determine product margin.
• Build comprehensive end-to-end financial models (revenue, cost-to-serve, cash impact) and conduct detailed price elasticity and sensitivity analysis.
• Protect profitability by establishing and enforcing Deal Desk guardrails (discount ladders, minimum thresholds, approvals).

3. Monetization Operations & Sales Enablement

• Own the management of the monetization stack (CPQ/Revenue Cloud, entitlements, metering definitions), partnering with the Billing and Product teams.
• Plan and execute complex price migrations (grandfathering, communications) to minimize churn and protect NRR.
• Enable the commercial team (Sales/RMs) using "battlecards," ROI tools, and training on pricing narrative and competitive advantages.

Must-Have Experience

• 7–12+ years of progressive experience leading pricing and monetization for a global Enterprise SaaS company or at a top-tier pricing/GTM consultancy (e.g., Simon-Kucher, McKinsey Growth).
• Proven ability to build usage-based or hybrid pricing models at scale and successfully migrate legacy subscriptions with low churn.
• Expertise in deep financial modeling (LTV:CAC, unit economics, scenario analysis) and designing enterprise-grade price policies.
• Demonstrable comfort with the fintech/brokerage market landscape.
• Proven track record in Sales and RM enablement, leading to tangible improvements in win rate and quote confidence.

Skills & Toolstack Proficiency

Analytics: Tableau.

• Monetization Stack: Salesforce Revenue Cloud/CPQ, leading billing systems, product analytics (Amplitude).
• Methods: Deep expertise in pricing research (Conjoint, Gabor-Granger) and cohort/retention analysis.