Strategic Pricing & Monetization Lead

Block; San Francisco (CA); On-site; USD 230,000 - 300,000; Full time

Job summary

Block is seeking a Strategic Pricing & Monetization Lead to shape how we create, capture, and grow value across our sales-driven channels. You will lead a team of pricing partners and work closely with Sales, Product, Engineering, Legal, Risk, and Revenue Operations to provide commercial guidance and establish scalable pricing frameworks.

You will expand Block's Deal Desk capabilities through automation, AI, and data-driven insights, informing portfolio-level monetization initiatives and

Qualifications

• 12+ years of experience in strategic pricing, monetization, Deal Desk, or related field.
• Experience leading and developing a high-performing team in a complex, cross-functional environment.
• Experience supporting enterprise or upmarket sales motions with complex pricing negotiations.
• Experience developing pricing frameworks, discounting approaches, approval processes, or related governance.
• Strong financial acumen and data-informed approach.

Responsibilities

• Lead and develop a team of strategic pricing partners across sales-driven channels.
• Partner with Sales on complex opportunities, structuring deals balancing value, profitability, ROI, and risk.
• Build relationships with Sales leadership and cross-functional partners to evaluate revenue and customer economics.
• Establish frameworks for pricing, deal structuring, approvals, and commercial guardrails.
• Increase leverage of the Deal Desk with automation, AI, and scalable processes.

Skills

Strategic pricing

Monetization

Deal Desk

Revenue operations

Financial acumen

Executive communication

Tools

Automation

AI

Data analytics

Job description

Block is one company built from many blocks, all united by the same purpose of economic empowerment. The blocks that form our foundational teams - People, Finance, Counsel, Hardware, Information Security, Platform Infrastructure Engineering, and more - provide support and guidance at the corporate level. They work across business groups and around the globe, spanning time zones and disciplines to develop inclusive People policies, forecast finances, give legal counsel, safeguard systems, nurture new initiatives, and more. Every challenge creates possibilities, and we need different perspectives to see them all. Bring yours to Block.

The Role

We are looking for a Strategic Pricing & Monetization Lead to shape how Block creates, captures, and grows value across its sales-driven channels. This role will lead a team of strategic pricing partners who support complex commercial decisions and help Sales achieve strong outcomes for Block and our customers.

The role sits within Strategic Finance and partners closely with Sales, Product, Engineering, Legal, Risk, and Revenue Operations. You will provide thoughtful commercial guidance while establishing the frameworks, tools, and guardrails needed to support consistent, well-informed pricing and deal decisions.

This leader will build on Block's existing Deal Desk capabilities by expanding the use of automation, AI, data, and scalable processes. The role will also extend the team's impact beyond individual opportunities by using insights from complex upmarket deals to inform broader pricing, packaging, monetization, and portfolio-level initiatives.

You Will

• Lead and develop a team of strategic pricing partners who support complex commercial decisions across Block's sales-driven channels.
• Partner with Sales on the most complex and strategically important opportunities, helping teams structure deals that balance customer value, revenue quality, profitability, ROI, risk, and growth.
• Build trusted relationships with Sales leadership and cross-functional partners to evaluate revenue, margin, customer economics, and long-term business impact, while informing packaging, offers, launches, and commercial models.
• Establish clear, thoughtful frameworks for pricing, deal structuring, approvals, exceptions, and commercial risk that enable timely, well-informed decisions while maintaining appropriate financial and commercial guardrails.
• Build on Block's existing Deal Desk capabilities by increasing the team's leverage through automation, AI, data, and scalable processes.
• Use insights from individual opportunities and customer negotiations to identify broader pricing, packaging, monetization, and portfolio-level opportunities.
• Establish reporting and operating rhythms that improve visibility into pricing performance, discounting, deal economics, and commercial outcomes.
• Create practical tools, playbooks, and guidance that help Sales navigate pricing and negotiations with confidence.
• Identify opportunities to simplify and scale commercial processes while preserving the judgment required for complex deals.

You Have

• 12+ years of experience in strategic pricing, monetization, Deal Desk, commercial strategy, revenue operations, finance, consulting, or a related field, with a track record of translating transaction-level insights into broader commercial strategy.
• Experience leading and developing a high-performing team in a complex, cross-functional environment.
• Experience supporting enterprise or upmarket sales motions, including complex pricing negotiations.
• Experience developing pricing frameworks, discounting approaches, approval processes, commercial policies, or related governance.
• Strong financial acumen and an analytical and data-informed approach, with the ability to turn complex analysis into clear recommendations and evaluate trade-offs across different business outcomes.
• Experience using technology, automation, AI, or data to increase the scale and effectiveness of commercial work.
• Comfort operating at both the strategic and tactical levels-from advising on individual opportunities to shaping broader commercial initiatives.
• Excellent judgment and the ability to make principled decisions in ambiguous or high-stakes situations.
• Clear, concise communication and strong executive presence.

We're working to build a more inclusive economy where our customers have equal access to opportunity, and we strive to live by these same values in building our workplace. Block is an equal opportunity employer evaluating all employees and job applicants without regard to identity or any legally protected class. We will consider qualified applicants with arrest or conviction records for employment in accordance with state and local laws and "fair chance" ordinances.

We believe in being fair, and are committed to an inclusive interview experience, including providing reasonable accommodations to disabled applicants throughout the recruitment process. We encourage applicant