Strategic Pricing & Monetization Lead Bay Area, CA, US

Block, Inc.; Northern (KY); Hybrid; USD 208,000 - 312,000; Full time

Benefits offered by this job

Remote work

Medical insurance

Flexible time off

Retirement savings plans

Family planning support

Job summary

Block, Inc. seeks a Strategic Pricing & Monetization Lead to shape pricing across sales channels. You will lead a team of pricing partners, collaborate with Sales and cross-functional teams, and extend Deal Desk through automation and data-driven insights.

The role sits in Strategic Finance and partners with Sales, Product, Engineering, Legal, Risk, and Revenue Operations to guide pricing decisions and monetization strategies.

Qualifications

• 12+ years in strategic pricing, monetization, Deal Desk, or related fields.
• Experience leading a high-performing cross-functional team.
• Experience supporting enterprise or upmarket sales with complex pricing.
• Ability to develop pricing frameworks, discounting policies, and governance.

Responsibilities

• Lead and develop a team of pricing partners for complex commercial decisions.
• Collaborate with Sales on opportunities to structure deals balancing value and profitability.
• Build relationships with Sales leadership to evaluate revenue, margins, and business impact.
• Establish pricing frameworks, approvals, and guardrails for timely decisions.
• Expand Deal Desk with automation, AI, and scalable processes.
• Identify portfolio-level pricing and monetization opportunities.
• Set reporting rhythms to improve pricing visibility and outcomes.
• Create tools and playbooks to guide Sales in pricing and negotiations.
• Simplify and scale commercial processes while preserving sound judgment.

Skills

Strategic pricing

Monetization

Deal Desk

Revenue operations

Finance

Consulting

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 applicants to share any needed accommodations with their recruiter, who will treat these requests as confidentially as possible.

While there is no specific deadline to apply for this role, U.S. roles are typically open for an average of 55 days before being filled by a successful candidate. Please refer to the date listed at the top of this job page for when this role was first posted.

Block takes a market-based approach to pay, and pay may vary depending on your location. U.S. locations are categorized into one of four zones based on a cost of labor index for that geographic area. The successful candidate’s starting pay will be determined based on job-related skills, experience, qualifications, work location, and market conditions. These ranges may be modified in the future.

To find a location’s zone designation, please refer to this resource . If a location of interest is not listed, please speak with a recruiter for additional information.

Zone A:

$207,900 — $311,900 USD

Zone B:

$207,900 — $311,900 USD

Zone C:

$207,900 — $311,900 USD

Zone D:

$207,900 — $311,900 USD

Every benefit we offer is designed with one goal: empowering you to do the best work of your career while building the life you want. Remote work, medical insurance, flexible time off, retirement savings plans, and modern family planning are just some of our offering.

Block, Inc. (NYSE: XYZ) builds technology to increase access to the global economy. Each of our brands unlocks different aspects of the economy for more people.Squaremakes commerce and financial services accessible to sellers.Cash Appis the easy way to spend, send, and store money.Afterpayis transforming the way customers manage their spending over time.TIDALis a music platform that empowers artists to thrive as entrepreneurs.Bitkeyis a simple self-custody wallet built for bitcoin.Protois a suite of bitcoin mining products and services. Together, we’re helping build a financial system that is open to everyone.