Head of Pricing, Monetization & Digital revenue

Strategy & Architecture

• Own global pricing & packaging: define editions, bundles, add-ons, and usage-based/hybrid models; align to value metrics (seats, accounts, transactions, volumes, API calls, etc.)
• Build the pricing calendar (reviews, CPI/inflation playbooks, migrations), playbooks by segment (low touch, medium touch, high touch)
• Define and implement unit economics: LTV, CAC, payback, gross/contribution margin, NRR/GRR; publish a single KPI glossary

Cost & Financial Modeling

• Construct fully-loaded cost models per SKU (infra, data, support, partner/LP fees), margin by product/tier, and scenario models (NPV/IRR, cohort LTV:CAC, payback) along with the Finance department (data team and FP&A team)
• Build end-to-end financial models: revenue, costs (incl. cost-to-serve), margin, and cash impact by product, segment, and region.
• Quantify pricing impact on demand and existing clients (price elasticity, conversion, ARPA, churn/retention, expansion).
• Run price-volume-mix and sensitivity/scenario analyses; forecast P&L outcomes for proposed changes

Monetization Ops & Governance

• Run the deal desk guardrails (discount ladders, floors, approvals)
• Own CPQ/Revenue Cloud price books, entitlements, and metering definitions; partner with Billing and product teams for usage rating.
• Define international rules (VAT/GST, revenue recognition/ASC-606 impacts) with Finance & Legal where applicable.
• Plan price migrations (grandfathering, comms, change windows) to minimize churn and protect NRR.

Product-Led Growth & Experiments

• Design freemium/trial gates, upgrade paths, and in-product paywalls tied to value moments; prioritize experiments (A/B multivariate) on price fences and packages (for 2026 once product teams are ready). 
• Partner with product teams, client relationship managers and finance team to instrument value metrics; publish monetization dashboards (price realization, attach, expansion, GRR/NRR).

Enablement

• Train Sales and RMs, on pricing narrative, ROI/TCO, competitive trade-offs; ship battlecards, calculators, quote templates.
• Lead competitive pricing intel and win/loss loops; maintain migration playbooks.

Channel Economics & Efficiency

• Build channel P&Ls (direct/enterprise, PLG self-serve, partners/resellers/IBs/affiliates): CAC by channel, take-rates, rebates/commissions, attach/cross-sell.
• Optimize channel pricing/discount structures and partner margins; measure promo ROI and payback by campaign and segment.
• Recommend coverage models (segments/tiers) and price fences to reduce channel conflict and discount leakage.

      Cross-Functional Leadership

• Partner with the Commercial team on business-case reviews and initiative ROI; turn pricing into clear playbooks and quota guidance.
• Work with FP&A to own business-line P&Ls and reconcile booked vs. realized price/margin; align on forecasts and targets.
• Collaborate with Product teams on packaging/entitlements and value-moment instrumentation
• Partner with the Data team to define schemas, pipelines, and dashboards; ensure a trusted “single source of truth” for monetization metrics.

• 7–12+ years leading pricing/monetization for a proper enterprise SaaS firm or at a top pricing/GTM consultancy (e.g., Simon-Kucher, SBI/Price Intelligently, Winning by Design, Accenture, ZS, Bain/McKinsey growth). 
• Built usage-based or hybrid pricing at scale and migrated legacy subscriptions without excessive churn. 
• Deep financial modeling (unit economics, sensitivity/scenario analysis), costing, and enterprise price policy design (discount ladders, approvals, SLAs).
  Comfort with fintech/brokerage market
• Proven enablement: trained Sales/RMs to quote confidently and improved win rate vs. named competitors.

Skills & toolstack

• Analytics: Tableau
• Monetization stack: Salesforce Revenue Cloud/CPQ, billing, product analytics (Amplitude).

Methods: pricing research (van Westendorp, Gabor-Granger, conjoint), cohort and retention analysis, price testing frameworks. 

• Reliability: official employment from the first day, bonuses, annual employee review (salary review or bonus, feedback on work results)
• Stability: our clients are in different countries, therefore we are ready for any changes in work of any country
• Development: a lot of projects and products, which means increasing expertise in working with different technologies, or even switching to completely new ones for you within the company
• Active corporate life: we participate in thematic conferences and forums in our cool sphere of business, corporate parties in the best restaurants of the city with participation of stars, etc
• Comfort: Offices are in different countries. You can work from anywhere in the world