Senior Manager - Pricing & Monetization

As the Senior Manager of pricing & Monetization, you will hold a key role in designing and building Trustpilot’s monetization strategy. You will optimize and evolve 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. This will involve exploratory work to identify opportunities, market & competitor analysis, business case preparation, and solution definition. 

As we build new product features, you will work closely with our Product and Product Marketing teams to decide what to prioritize and how to best bundle new products in our plans, to optimize upgrade rates and revenue generation from new innovations. You will also work closely with our Growth Product team on how best to design our product experience to sell our plans online, to increase our free-to-paid conversion rate, in-app upgrade rate, and average order value, to maximize revenue from this sales channel. 

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Additionally, an essential aspect of the position involves researching various monetization strategies that Trustpilot can adopt to build new revenue streams. These will likely be net new areas of exploration for the company, and you will have end-to-end ownership of the project lifecycle: from the initial discovery phase to presenting a case for change, to developing the go-to-market strategy, and tracking and measuring results after launch.

A strategic mindset 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, problem-solving with stakeholders like Product, Data Science, Marketing, Product Marketing, Legal, and Finance. 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 the different stakeholders accountable. 

This role reports to the Director of Pricing & Monetization.

What you’ll be doing: 

• Develop and optimize our core B2B proposition, to ensure our lineup of plans delivers on our customer needs and is highly competitive in the market. 
• 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 Growth Product team in optimizing our online sales channel to maximize revenue. 
• 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.)
• Support the Director of Pricing & Monetization in exploring net new ancillary revenue opportunities, from initial hypothesis to business cases and concept development, to end-to-end project delivery.
• Constantly monitor market trends and key industry events, as well as established SaaS players and influencers, to bring an ‘outside-in’ perspective to the business and 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: 

• Experience in highly matrixed companies, ideally in pricing, monetization, or strategy & operations roles, with proven ability to deliver autonomously in fast-paced environments.
• Proven track record of delivering strategies with commercial impact, high visibility within the company, clear ownership and accountability, and proven impact on the business financials.
• Comprehensive stakeholder management skills including the ability to influence senior leaders in your day-to-day interactions.
• 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.)
• Strong analytical skills and commercial acumen: comfortable creating compelling business cases.

Who we are:

The Pricing & Monetization team at Trustpilot is responsible for the company’s commercial and revenue strategy, to ensure we hit our targets of growth and profitability. We are a global team sitting within Trustpilot’s Strategy function, and we deliver on high-impact, high-profile projects. Examples of the areas we lead on are the proposition, design, and launch of the plans we sell to customers; pricing & discounting; digital sales and product-led growth strategy; renewal strategies; special Enterprise pricing; and ancillary revenue generation.

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, with an extra 5 days holiday allocated after your 1 year anniversary (prorated) 
• 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, LinkedIn Learning, and Blinkist
• Comprehensive health package, pension, and full access to Headspace, a popular mindfulness app to promote positive mental health
• Paid parental leave
• Central office with  a laid-back vibe and constant buzz of different languages being spoken everywhere you go It’s complete with a coffee bar, canteen, and table tennis and has a wide variety of refreshments available - you can opt-in for breakfast and lunch at an affordable price
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities, and team socials
• Opportunity to join the Trustpilot Social Club for a small monthly fee and attend regular social and leisure activities like go-karting, cooking classes, and escape rooms 
• Employee discounts to restaurants and shops
• Restricted Stock Units

Still not sure?

We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We’re excited to hear about your experiences as well as how you will contribute to our working culture. So, even if you don’t feel you don't meet all the requirements, we'd still really like to hear from you!