Head of Pricing, Monetization & Digital revenue

OnHires; City Of London; On-site; GBP 100,000 - 150,000; Full time

Job summary

A leading technology provider is seeking a Head of Pricing, Monetization & Digital Revenue in London. This executive role involves unifying pricing strategies, driving revenue growth, and implementing monetization architecture for SaaS products. Candidates should have extensive experience in enterprise SaaS, proficiency in financial modeling, and the ability to innovate pricing models. Competitive compensation and a strategic position await.

Qualifications

• 7–12+ years of experience in pricing and monetization for a global Enterprise SaaS company.
• Ability to build usage-based or hybrid pricing models at scale with low churn.
• Expertise in financial modeling and designing enterprise-grade price policies.

Responsibilities

• Own the global pricing and packaging strategy for products.
• Develop fully-loaded cost models and conduct price elasticity analysis.
• Enable the commercial team with training on pricing and competitive narrative.

Skills

Analytics

Pricing research

Financial modeling

Sales enablement

Tools

Tableau

Salesforce Revenue Cloud

Amplitude

Job description

About the Company

Our client is a leading liquidity and technology provider specializing in the crypto and foreign exchange (FX) industries. With over 10 years of experience, they deliver advanced B2B tech solutions that empower brokers and financial institutions to scale faster while minimizing infrastructure costs. Their clients include licensed brokers, crypto exchanges, hedge funds, and asset managers globally.

Position Overview

We are seeking an experienced executive to serve as the Head of Pricing, Monetization & Digital Revenue. This critical role is responsible for unifying the pricing, packaging, and revenue operations across our entire portfolio of SaaS and financial products.

You will design and implement a single, unified monetization architecture — grounded in costs, usage, and customer value — to drive accelerated ARR/NRR growth, increase price realization, and shorten customer acquisition cost (CAC) payback periods.

Mission (Core Outcomes)

• Revenue Growth: Deliver measurable annual and net revenue retention (NRR) growth across all product lines.
• Pricing Architecture: Implement a single, unified pricing architecture (bundles, add-ons, usage models, entitlements) with necessary guardrails to ensure consistency.
• Profitability: Increase realized Average Selling Price (ASP) and significantly reduce the average discount rate.
• Speed & Quality: Ensure every product release ships with complete pricing, packaging, SKUs, metering, and CPQ readiness.
• Unit Economics: Establish best-in-class unit economics, shortening CAC payback and lifting NRR through strategic expansion playbooks.

Key Responsibilities

1. Unified Pricing Strategy & Architecture

• Own the global pricing and packaging strategy, defining bundles, editions, and hybrid/usage-based models (volumes, API calls, seats).
• Align pricing with customer value metrics and manage the global pricing calendar, including CPI adjustments and segment migration plans.
• Define and publish a single source of truth for all key unit economics metrics (LTV, CAC, NRR, GRR).

2. Financial Modeling & Profitability

• Develop fully-loaded cost models per SKU (including infrastructure, data, support, partner/LP fees) in collaboration with the Finance Department to determine product margin.
• Build comprehensive end-to-end financial models (revenue, cost-to-serve, cash impact) and conduct detailed price elasticity and sensitivity analysis.
• Protect profitability by establishing and enforcing Deal Desk guardrails (discount ladders, minimum thresholds, approvals).

3. Monetization Operations & Sales Enablement

• Own the management of the monetization stack (CPQ/Revenue Cloud, entitlements, metering definitions), partnering with the Billing and Product teams.
• Plan and execute complex price migrations (grandfathering, communications) to minimize churn and protect NRR.
• Enable the commercial team (Sales/RMs) using "battlecards," ROI tools, and training on pricing narrative and competitive advantages.

Must-Have Experience

• 7–12+ years of progressive experience leading pricing and monetization for a global Enterprise SaaS company or at a top-tier pricing/GTM consultancy (e.g., Simon-Kucher, McKinsey Growth).
• Proven ability to build usage-based or hybrid pricing models at scale and successfully migrate legacy subscriptions with low churn.
• Expertise in deep financial modeling (LTV: CAC, unit economics, scenario analysis) and designing enterprise-grade price policies.
• Demonstrable comfort with the fintech/brokerage market landscape.
• Proven track record in Sales and RM enablement, leading to tangible improvements in win rate and quote confidence.

Skills & Toolstack Proficiency

• Analytics: Tableau.
• Monetization Stack: Salesforce Revenue Cloud/CPQ, leading billing systems, product analytics (Amplitude).
• Methods: Deep expertise in pricing research (Conjoint, Gabor-Granger) and cohort/retention analysis.