Head of Monetisation Strategy

The Monetisation team at Trustpilot is split into 3 areas: Monetisation strategy, Commercial pricing, and Growth. As the Head of Monetisation Strategy, you will head the first pillar and hold a key role in designing and building Trustpilot’s B2B pricing strategy and longer term monetisation roadmap, which underpin the company’s revenue growth. 

Your main goal will be the optimization and maintenance of our packaging offering, to ensure that our lineup of products offers the right value to our customers, in alignment with our proposition for our different customer segments.  As we launch new product features, you will work closely with our Product and Product Marketing teams to decide how to best package them in our plans to optimize upgrade rates and revenue generation from new innovations. 

A key part of the role will also be future proofing our monetisation strategy. SaaS is constantly evolving and pricing strategies are evolving with it. You will research, design and pilot new monetisation models different and / or additive to the more traditional SaaS subscription model to explore opportunities for innovation that better align the value created for customers to how we price our products and monetise our platform. 

You will be constantly on the lookout for new product ideas we could be launching, gathering market information from competitors, news articles, and events that you will attend. You will be performing gap analysis, working with Product to support in deciding which products we should build next, and leading on how we should monetise, price, and package any new innovation. Critically, you will ensure that the products we build have a solid business case and will contribute to the growth of the company. 

An entrepreneurial and curious attitude will be fundamental to being successful in this role, as you will often need to deep dive into different topics and collect different perspectives to scope out potential opportunities. Whilst focusing on long-term strategy development will be critical, the successful candidate will also have a ‘get it done’ attitude with a willingness to go above and beyond to deliver results, keeping different senior stakeholders accountable. This role is cross-functional in nature. You’ll conceptualize, size, and work through initiatives end to end, partnering with teams such as Product, Data Science, Marketing, Product Marketing, Legal, and Finance. 

This role reports to the Director of Pricing & Monetization.

What you'll be doing:

• Lead in developing and optimizing our core B2B proposition, to ensure our lineup of plans delivers on our customer needs and is highly competitive in the market. 
• Collaborate with Product and Product Marketing to define which new features to develop, and take the lead on deciding how to best package them (e.g. bundling, add-on, tiering, etc.)
• Use a combination of your commercial judgment, analytical skills, competitor research, and feedback from our customers and Commercial team to ideate new pricing & monetization models for Trustpilot, to increase our NRR. 
• Support the Director for Pricing & Monetization in the yearly annual process for budget setting and company goals. 
• Explore net new ancillary revenue opportunities, from initial hypothesis to business cases and concept development, to end-to-end project delivery. 
• Constantly monitor market trends, key industry events, established SaaS players, and influencers to bring in an ‘outside-in’ perspective to the business to inform internal efforts. 
• Constantly collaborate with your Pricing & Monetisation colleagues to make sure our plans are priced competitively and in accordance with the value we provide to customers. 

Who you are: 

• Proven track record of delivering commercial initiatives, with high visibility within the company, clear ownership and accountability, and proven impact on the business financials.
• Experience in highly matrixed companies, ideally in pricing, monetization, or strategy & operations roles, with proven ability to deliver autonomously in fast-paced environments. 
• Familiarity with different pricing and subscription models across SaaS and B2B markets, with a deep understanding of how SaaS metrics work and are correlated (NRR, churn, rule of 40, etc.)
• Comprehensive stakeholder management skills including the ability to influence senior leaders in your day-to-day interactions.
• High levels of curiosity, entrepreneurial mindset, and ability to cope with ambiguity to explore new opportunities, and ‘get it done’ attitude to constantly pursue these opportunities, even in situations where you will need to convince everyone else of why your idea is worth pursuing.
• Strong analytical skills and commercial acumen: comfortable creating compelling business cases.

What's in it for you?:

• A range of flexible working options to dedicate time to what matters to you
• Competitive compensation package + bonus
• 25 days holiday per year, with an extra 5 days holiday allocated after your 1 year anniversary (prorated) 
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
• Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist
• Comprehensive health package, pension, and full access to Headspace, a popular mindfulness app to promote positive mental health
• Paid parental leave
• Central office with  a laid-back vibe and constant buzz of different languages being spoken everywhere you go It’s complete with a coffee bar, canteen, and table tennis and has a wide variety of refreshments available - you can opt-in for breakfast and lunch at an affordable price
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities, and team socials
• Opportunity to join the Trustpilot Social Club for a small monthly fee and attend regular social and leisure activities like go-karting, cooking classes, and escape rooms 
• Employee discounts to restaurants and shops 

Still not sure?

We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We’re excited to hear about your experiences as well as how you will contribute to our working culture. So, even if you don’t feel you don't meet all the requirements, we'd still really like to hear from you!

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