Director, Monetization Strategy

Position Overview

As the Director of Monetization Strategy, you will be the primary architect of Iterable’s economic engine. You aren't just managing a price list; you are defining how we capture value in a rapidly evolving MarTech ecosystem. You will sit at the intersection of Product, Sales, Finance, and Marketing to design and execute pricing and packaging strategies that drive sustainable growth, expand Net Revenue Retention (NRR), and align our success with our customers' success.

Responsibilities

• Strategic Vision: Lead the long-term monetization roadmap. You’ll evolve our current models from usage-based pricing toward value-based frameworks that reflect the power of our AI-driven orchestration.
• Cross-Functional Leadership: Act as the "connective tissue" between Product (to price new features, and ensure our roadmap is optimized for capturing value), Marketing (to position value), and Sales (to ensure deal velocity).
• Market Intelligence: Conduct deep-dive competitive analysis and buyer research to identify gaps in our current monetization strategy and capitalize on emerging market trends.
• Packaging & Tiering: Design and optimize product bundles and editions that simplify the buying process for mid-market and enterprise customers alike.
• Operational Excellence: Partner with RevOps to implement pricing changes within our systems (CPQ, billing) and develop the discounting frameworks and "guardrails" for the field.
• Change Management: Lead the internal enablement for global sales teams, ensuring they can confidently articulate the "why" behind our pricing.

Qualifications

• You have 10+ years of experience in SaaS monetization, management consulting, or strategic finance. You think in systems and understand the downstream impacts of a single pricing lever.
• You have direct experience in SaaS monetization, with a particular focus on monetizing AI
• You are comfortable navigating complex datasets to find the "signal" in the noise. You use data to prove your hypotheses about price elasticity and expansion paths.