Director/Senior Director of Monetization Strategy & Operations

We are looking for someone exceptional to develop and deliver the Monetization Strategy for our Employer business, including pricing & packaging and building deeper business intelligence for the GTM team. This is a high visibility, high impact role in a fast-paced environment and a chance to build a critical function at an exciting point in our business trajectory. This role will work closely with Product, PMM, Finance, and GTM teams to innovate and create value for our customers and for Handshake. You will set our product pricing & packaging strategy, manage strategic pricing initiatives, and drive data-driven recommendations for our current & future offerings. This role will also play a critical role in our financial planning process and be responsible for supporting Strategy & successful operational rollout of major Go-To-Market initiatives, including target setting and management. 

• Deeply understand our customer segments, needs, and willingness to pay to inform strategic pricing decisions

• Collaborate with Product, PMM, Strategy and C-level executives to develop pricing and packaging strategy on our current product packaging and new products brought to market

• Investigate and evaluate new pricing and packaging strategies to take advantage of market opportunities

• Perform quantitative and qualitative analysis of bookings data, customer usage data, customer, and sales feedback to test strategy hypotheses on pricing & packaging

• Help define GTM Strategy & targets for new and less mature products & support operational rollout through target setting, operational rollout, and foundations

• Lead quarterly / annual cross-functional efforts and pricing and packaging efforts

• Additional activities include price setting, bundling strategy, discounting process & policy, and supporting product launches and strategic pricing initiatives to support renewal and expansion efforts

• 8+ years of experience in Strategy & Operations roles and/or at a management consulting firm  

• 3+ years experience in B2B SaaS pricing

• Highly analytical and data driven with an excellent proficiency in Excel

• Exceptional problem-solving skills, with a highly analytical and inquisitive work style with keen attention to detail -- but also ability to see the big picture

• Strong executive-level communication skills with ability to drive cross-functional executive conversations, clearly articulate insights, and influence decision making

• Ability to thrive in an ambiguous, fast-paced environment with a high degree of autonomy

• Experience working with B2B field sales organizations and in hyper-growth start-up environments

• Pricing expertise: mastery of strategic pricing principles, experience with full spectrum of pricing models, familiar with key analytical pricing techniques. Experience setting list, target prices, and discounting

• GTM program experience: experience working with B2B field sales teams, driving complex cross-functional programs, and rolling out new products/services/packaging initiatives

• Operational experience: demonstrated ability to set and manage to strategic and operational targets, report results, owning operational steps in the sales process, etc.

• Financial planning: experience driving or supporting financial planning processes

• Proven track record as a people leader and ability to build high-performing teams

• MBA, Management Consulting and/or Investment banking experience

• $210,163 - $270,000 per year