As the Director of Pricing Strategy, you will hold a key role in designing and executing Trustpilot’s monetisation strategy globally, which underpins the company’s growth. Your main goal will be the optimization and maintenance of 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 and markets. You will work closely with our Product and Product Marketing teams to decide how to best package new features and optimise upgrade rates and revenue generation.
Future‑proofing our monetisation strategy by diversifying revenue streams is a critical part of the role. You will research, design and pilot new monetisation models beyond the traditional SaaS subscription model, exploring opportunities for innovation that better align the value created for customers with how we price our products and monetise our platform.
An entrepreneurial and curious attitude is fundamental. You will deep dive into different topics, collect perspectives, and scope out potential opportunities. While focusing on long‑term strategy development, you will also have a ‘get it done’ attitude, delivering results and keeping senior stakeholders accountable. The role is cross‑functional, partnering with Product, Data Science, Marketing, Product Marketing, Legal, and Finance.
What you’ll be doing:
- Develop and optimize our core B2B proposition to deliver competitive plans that meet customer needs.
- Collaborate with Product and Product Marketing to define which new features to develop and package them (e.g., bundling, add‑on, tiering).
- Use commercial judgment, analytical skills, competitor research, and customer feedback to ideate new pricing and monetisation models and increase NRR.
- Support the Senior Director for Pricing & Monetisation in the annual budging and company goal setting process.
- Explore new ancillary revenue opportunities from hypothesis to business case and end‑to‑end project delivery.
- Monitor market trends, industry events, and SaaS players to bring an outside‑in perspective to internal efforts.
- Collaborate with Pricing & Monetisation colleagues to ensure plans are priced competitively and deliver value.
Who you are:
- Proven track record of delivering commercial initiatives with high visibility, ownership, and impact on business financials.
- Experience in highly matrixed companies, preferably in pricing, monetisation, or strategy & operations roles, with autonomy in fast‑paced environments.
- Familiarity with various pricing and subscription models across SaaS and B2B markets, and a deep understanding of SaaS metrics (NRR, churn, rule of 40, etc.).
- Strong stakeholder management skills, able to influence senior leaders in day‑to‑day interactions.
- High curiosity, entrepreneurial mindset, and the ability to cope with ambiguity while driving new opportunities.
- Strong analytical skills and commercial acumen, comfortable building compelling business cases.
What’s in it for you:
- A range of flexible working options.
- Competitive compensation package and bonus.
- 25 days holiday per year, increasing to 28 days after 2 years of employment.
- Two paid volunteering days a year to support causes important to you and your community.
- Rich learning and development opportunities via the Trustpilot Academy and Blinkist.
- Pension and life insurance.
- Health cash plan, online GP, 24/7 Employee Assistance Plan.
- Full access to Headspace, a popular mindfulness app.
- Paid parental leave.
- Season ticket loan and cycle‑to‑work scheme.
- Central office with table tennis, gaming corner, coffee bars and snacks.
- Regular team socials and events across Trusties.
- Access to thousands of deals and discounts on travel, electronics, fashion, fitness, cinema, and more.
- Independent financial advice and free professional mortgage broker advice.
- Talent acceleration programs.
- Private Medical Insurance.
- Critical Illness Cover.
- Restricted Stock Units.
Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.
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