Staff Monetization and Pricing Strategist

Bonterra; United States; Remote; USD 175,000 - 215,000; Full time

Job summary

Bonterra is seeking a Staff Monetization and Pricing Strategist in the United States to build the company’s first dedicated pricing function. This senior individual contributor role owns willingness-to-pay research, value metric design, packaging architecture, and AI pricing across a SaaS portfolio and a fast-growing AI product line.

You will report to the CPO and shape governance and cadence from scratch. You will establish monetization for Que, define value metrics, build competitive

Qualifications

• 6+ years in pricing strategy, either in-house at a multi-product B2B SaaS company or in a pricing strategy consulting practice (Simon-Kucher, McKinsey Pricing, BCG, OpenView, etc).
• Demonstrated ownership of a willingness-to-pay study from design through pricing decision, not just participation.
• Experience designing value metrics and packaging for a multi-product or multi-segment portfolio.
• Exposure to usage-based and outcome-based AI pricing models, and a point of view on when to graduate from one to the other.
• Comfort operating in a PE-backed environment where pricing discipline is a named valuation lever.
• Led a willingness-to-pay or value-based pricing study that changed a real pricing decision, not just informed a deck.
• Built a competitive pricing intelligence process from scratch and kept it current enough to be trusted.
• Partnered with Product and Engineering leadership to translate pricing strategy into packaging and feature-gating decisions that shipped.
• Operated as an individual contributor with senior-level influence, shaping executive decisions without a team behind you.
• At this time, we are unable to consider candidates who require current or future sponsorship for employment authorization.

Responsibilities

• Own willingness-to-pay studies for new SKUs, packaging changes, and Que monetization, starting with the Que willingness-to-pay study targeted for this year.
• Define value metrics by category (per donor, per giving volume, per record, per insight).
• Define packaging architecture: tier definitions, feature gating, bundle design across the portfolio.
• Build and maintain the competitive pricing intelligence function.
• Provide pricing input on new product investment proposals; make revenue forecast a scored dimension.
• Partner with the CPO on Pricing Committee strategic reviews and align with Finance and Commercial.

Skills

Pricing strategy

Willingness-to-pay

Value-based pricing

Packaging architecture

Competitive intelligence

Cross-functional collaboration

AI pricing

Job description

US Salary: $175,000 - $215,000

About Us

Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com.

About the Role

We are seeking a Staff Monetization and Pricing Strategist to build Bonterra's first dedicated pricing function. This is a senior individual-contributor role (no direct reports at launch), and you'll own the discipline end to end: willingness-to-pay research, value metric design, packaging architecture, and AI pricing methodologies across a SaaS product portfolio and a fast-growing AI product line. You won't simply be inheriting a pre-built function to maintain or administrate. You're coming in to assess what's already there, decide what to keep and what to rebuild, then stand up the strategy and cadence from the ground up. You will partner closely with senior leaders across Bonterra to get a baseline of current SaaS product and AI financial metrics, assess the Pricing Committee and governance structure, and align our pricing strategy to the annual operating plan goals for 2027 and beyond. You'll be the first hire into a new pricing function, reporting directly to the CPO, who has direct experience with pricing strategy from PwC, startups, and PE software companies. You won't be evangelizing pricing discipline into a skeptical org, and you won't be handed a playbook to simply execute either. You're stepping into an executive room that's already bought into the importance of this work, and you'll have full latitude to shape what comes next. You own the strategy, the governance model, and the cadence going forward, not just the execution of decisions someone else already made. You will have investments in the proper tools to succeed.

In this role, you will:

• Own willingness-to-pay research and value metric design for Bonterra Que (our AI-powered product suite that turns a customer's own fragmented data into actionable insights and recommendations, and a fast-growing part of our business) and for the broader product portfolio (Case Management, Fundraising Solutions, Fundraising Experiences, Corporate Social Responsibility, and Payments).
• Build the pricing research methodology at Bonterra: conjoint analysis, Van Westendorp, and value-based pricing frameworks applied to a real, in-flight portfolio, not a greenfield exercise. We will then turn the findings into actionable decisions for our products.
• Design packaging architecture including tier definitions, feature gating, bundle logic for current products as well as new Que AI skills coming to market.
• Build and maintain competitive pricing intelligence against key competitors in the market, while also pulling from new approaches to AI pricing from high growth AI companies out of market.
• Deliver the first annual pricing benchmark study for Bonterra, based on internal performance against a SaaS peer set, built to be board‑ready.
• Provide a pricing input on every new product investment proposal before it's approved, making revenue forecast projections a scored dimension within our business case structure.
• Partner directly with the CPO on Pricing Committee strategic reviews and represent pricing methodology at a senior level across Product, Finance, and Commercial.

Responsibilities

Pricing Strategy & Research

Own willingness-to-pay studies for new SKUs, packaging changes, and Que monetization, starting with the Que willingness-to-pay study targeted for this year. Define value metrics by category (per donor, per giving volume, per record, per insight): the foundation that drives durable net revenue retention, not just initial price point. Own packaging architecture: tier definitions, feature gating, and bundle design across the portfolio. Build and maintain the competitive pricing intelligence function.

AI & Que Monetization

Lead the monetization architecture for Bonterra Que, the highest-leverage pricing question in the portfolio: standardize attach motion, value metric, and bundle math across related product portfolios. Partner with Product leaders to ensure pricing keeps pace with capabilities, as this is a fast-evolving product, and the pricing model has to move with it, not lag behind it. You'll own the analysis, strategy, and transition plan from current pricing structures to usage-based and outcome-based pricing for Que. You will be the primary change agent for taking us from a set of traditional SaaS pricing models to AI‑first monetization.

Cross‑Functional Influence

Deliver pricing input to every new product investment proposal before it's approved: willingness‑to‑pay becomes a scored dimension in the review, not a footnote. Partner with the CPO to run Pricing Committee strategic reviews (quarterly tactical, annual strategic). Partner with the Finance organization on operating‑plan‑aligned pricing performance inputs. Align to EBITDA and margin goals set with our executive team. Partner with the Commercial organization on competitive pricing intelligence feeding deal desk and discount governance. Coordinate with the active SKU and Pricing Operations workstream to ensure new pricing architecture lands cleanly in the operational system of record.

Qualifications

You are: A pricing methodologist, not a spreadsheet operator. You've run conjoint analysis, Van Westendorp, and value-based pricing studies and can defend the methodology to a CFO and a customer in the same week. Comfortable formalizing something distributed, not building from a blank page. The basics already exist today: a discount framework, embedded pricing partners across the business, a Pricing Committee charter. What's missing is the rigor, the methodology, and the scale. You'll design the first formal value metric framework and competitive intelligence process, building on what's already there rather than starting from zero. Fluent in where AI pricing is actually headed, not just the traditional SaaS playbook of the last decade. You know the difference between usage-based and outcome-based, when each earns its keep, and how to move a portfolio from one to the other without breaking trust. Que monetization is the single highest-leverage question you'll own. A strong cross-functional operator. You will actively work with our CPO, CFO, CRO, and CEO on the pricing strategy and execution, adjusting the framing for each without changing the substance. Comfortable operating without a team at launch. As an individual contributor, you'll build the methodology first; the org grows around what you prove out.

Reqiurements

6+ years in pricing strategy, either in-house at a multi-product B2B SaaS company or in a pricing strategy consulting practice (Simon-Kucher, McKinsey Pricing, BCG, OpenView, etc). Demonstrated ownership of a willingness-to-pay study from design through pricing decision, not just participation in one. Experience designing value metrics and packaging for a multi-product or multi-segment portfolio. Exposure to usage-based and outcome-based AI pricing models, and a point of view on when to graduate from one to the other: this is a strong plus given Que's trajectory. Comfort operating in a PE-backed environment where pricing discipline is a named valuation lever. You've successfully: Led a willingness-to-pay or value-based pricing study that changed a real pricing decision, not just informed a deck. Built a competitive pricing intelligence process from scratch and kept it current enough to be trusted. Partnered with Product and Engineering leadership to translate pricing strategy into packaging and feature-gating decisions that shipped. Operated as an individual contributor with senior-level influence, shaping executive decisions without a team behind you.

At this time, we are unable to consider candidates who require current or future sponsorship for employment authorization.

Our Culture

At Bonterra, we’re innovating with a higher purpose: to increase giving to 3% of US GDP by 2033, creating $573billion more in global impact every year. At Bonterra, we foster an inclusive, equitable culture where every team member belongs and contributes to meaningful impact. Read more about our values and culture here.

Compensation & Benefits

We offer a comprehensive benefits package that supports your health, well-being and growth - explore full details here. Compensation and benefits for this role apply to full-time employees in the United States and may vary based on local standards, laws and norms. Pay is determined by location, skills, experience, and education, and is one part of Bonterra’s total rewards package, which may also include bonuses, incentives, equity, and a comprehensive benefits program.

__________________________________________________________________________________

Equal Opportunity & Accommodations

At Bonterra, we are proud to be an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive environment for all employees. We provide equal employment opportunities without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, veteran status, or any other characteristic protected by law. If you require a reasonable accommodation during the application process, please submit a request. For too long, the people behind the scenes of social good have used cumbersome paper and spreadsheets or outdated technology created for sales teams to report on outcomes for their organizations—methods and tools that reduce the amount of time they could spend doing good, fail to uncover valuable insights and details around outcomes of their good work, and even lead to disengagement and turnover. At Bonterra, we’re changing that. We work with nonprofit organizations, public agencies, corporations, philanthropic organizations, and foundations to help connect with donors and volunteers, distribute grants and funds, drive fundraising and grant acquisition, manage casework, and measure outcomes and impact. Today, Bonterra’s technology enables over 15,000 nonprofit organizations do more good and powers more than 50% of the Fortune 100’s philanthropic giving efforts. We exclusively cater to the unique needs of social good organizations with intuitive technology, powerful analytics, and easy-to‑use reporting. Quite simply: We power those who power social impact.