Director of Pricing Strategy

Trustpilot, Inc.; Greater London; Hybrid; GBP 140,000 - 200,000; Full time

Benefits offered by this job

Flexible working options

Bonus

25 days holiday (28 after 2 years)

Volunteering days

Learning & development via Trustpilot

Pension and life insurance

Health insurance

Job summary

Trustpilot seeks a Director of Pricing Strategy to design and execute our global monetisation plan. You will optimize packaging, align value with customer segments, and partner with Product, Data Science, Marketing, Legal and Finance to drive revenue growth.

You will explore new SaaS pricing models beyond subscription, focus on NRR and revenue uplift, and ensure competitive, value-based plans across markets. A hands-on, results-driven leader is essential for this cross-functional role.

Qualifications

• Proven track record delivering commercial initiatives with financial impact.
• Experience in pricing, monetization or strategy roles in matrixed organizations.
• Understanding of SaaS pricing models, metrics (NRR, churn) and value-based pricing.
• Strong stakeholder management to influence senior leaders.
• Curious, entrepreneurial mindset with ability to navigate ambiguity.

Responsibilities

• Lead development and optimization of Trustpilot's core B2B pricing and packaging.
• Define feature packaging and tiering in collaboration with Product and Product Marketing.
• Ideate and pilot new monetization models to improve upgrade rates and revenue.
• Support annual budget setting and company goals with the Pricing & Monetisation function.
• Identify ancillary revenue opportunities from hypothesis to business cases.
• Monitor market trends to bring external perspective into pricing decisions.

Skills

Pricing strategy

Monetization

Strategic leadership

Stakeholder management

Analytical thinking

Business case development

Job description

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest open customer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust! As the Director of Pricing Strategy, you will hold a key role in designing and executing Trustpilot’s monetisation strategy globally, which underpins the company’s growth. Reporting into the Senior Director of Pricing & Monetisation, 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 and markets. 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. In addition to this, a key part of the role will In addition to this, a key part of the role will be future-proofing our monetisation strategy by diversifying our revenue streams. 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. 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.

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 Senior 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, increasing to 28 days after 2 years of employment
• 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
• Pension and life insurance
• Health…