Senior Strategy Manager – Customer Growth, Monetisation

Responsibilities

• Lead the strategic development of Trainline’s customer monetisation approach, evaluating opportunities across pricing, fees, subscriptions, membership, loyalty, bundles and value-added propositions to support sustainable long‑term growth.
• Develop robust commercial cases by combining customer insight, market understanding and financial analysis to assess opportunities, evaluate trade‑offs and provide clear recommendations to senior leadership.
• Shape the strategy for premium customer propositions by identifying target audiences, defining proposition concepts, assessing pricing and packaging approaches, and designing test‑and‑learn frameworks before wider implementation.
• Partner with Product, Brand, Marketing and CRM teams to strengthen how Trainline communicates customer value, helping customers clearly understand the benefits they receive while reinforcing transparency and trust.
• Act as a strategic partner across the wider Customer Growth function, supporting decisions that improve customer acquisition, engagement, retention, reactivation and lifetime value.
• Bring structure and clarity to complex, ambiguous commercial challenges, balancing customer needs with commercial outcomes while considering both short and long‑term business impact.
• Influence senior stakeholders across Product, Commercial, Finance, Marketing, CRM and Data by communicating complex strategic recommendations in a clear, compelling and evidence‑based way.
• Continuously bring external perspectives, emerging market trends and best practice to help shape Trainline’s future customer growth strategy and revenue model.

Requirements

• Experience in strategy, commercial strategy, pricing, monetisation or proposition development, ideally within a consumer technology, marketplace, travel, fintech or digital business.
• Experience developing or evolving customer‑facing revenue models, including areas such as subscriptions, membership, pricing, loyalty, bundles, premium propositions or ancillary products.
• Strong analytical capability with experience interpreting customer behavioural data, revenue economics, pricing strategy, lifetime value modelling and commercial performance to support strategic decision making.
• A track record of developing business cases, influencing senior stakeholders and translating strategic recommendations into measurable business outcomes.
• Confidence navigating complex and ambiguous commercial challenges while balancing customer experience, commercial performance and long‑term trust.
• Excellent communication and stakeholder management skills, with the ability to build strong partnerships across Product, Commercial, Finance, Marketing, CRM and Data teams.
• Experience working across both strategy and execution, helping to shape recommendations and supporting successful delivery through cross‑functional collaboration.
• Ideally, experience with SQL, running pricing or lifecycle experiments, building subscription or membership propositions, or working within multi‑market or marketplace businesses.

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