Director of Pricing & Monetization
Core
Own the strategy and execution of packaging, pricing, and monetization for the Operations Cloud platform, acting as the connective tissue between Product, Sales, Finance, and Marketing.
Role type
Director of Pricing & Monetization (Product-first, strategy & execution)
Builds
Monetization platform roadmap, SKU architecture, pricing calculators, discount approval workflows, and a strategic pricing function team.
Domain
B2B SaaS, Digital Operations Management, Cloud Migration, DevOps
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
B2B SaaS product management, packaging architecture, feature tiering, pricing experimentation, financial modeling, cross-functional leadership, team mentorship
Preferred skills
Usage-based/consumption pricing transition, monetization infrastructure (entitlements, billing), B2B deal structures, scaling to $1B+ ARR
Technologies
Billing systems, quoting infrastructure, SKU tooling, pricing calculators
Responsibilities
Define and evolve packaging architecture (tiers, usage-based levers), lead SKU design and experimentation, operationalize pricing for the field (discount governance, enablement), track pricing initiative performance (win rates, ARR impact), build financial modeling capabilities, get in front of customers to pressure-test assumptions, lead and grow a small pricing team.
Seniority
Director, strategic leadership with hands-on execution
