Head of Pricing and Monetization

Must-have

• 📈 Pricing leadership in B2B SaaS: You have 6+ years in pricing, monetisation, or commercial strategy, including at least one full cycle leading a major pricing model transition — subscription to consumption, seat-based to usage-based, or a platform repricing.
• ⚡ Hands-on with modern pricing models: You've personally designed and rolled out consumption-based, outcome-based, or AI-native pricing at a company past $100M ARR.
• 🔀 Both self-serve and Enterprise motions: You've owned pricing on both sides of the funnel — self-serve/PLG (activation, conversion, tier design, funnel experimentation) and Enterprise, sales-led (packaging for large accounts, deal economics, discount governance). n8n monetises both, so fluency in one motion only isn't enough.
• 🧮 Deep analytical rigour: You build the financial model yourself and reason fluently about unit economics, cost-to-serve, gross margin, willingness-to-pay, and elasticity.
• 🔌 Billing fluency, technical and operational: You understand event metering, rating, entitlements, proration, overage, and revenue recognition well enough to design pricing that's actually operable — and you've partnered with a Billing function on invoicing, dunning, true-ups, and disputes.
• 🛠️ Empathy for technical users and buyers: You understand where, how, and why developers and technical buyers assign value across a product experience.
• 🧩 Frameworks over bottlenecks: You've built packaging frameworks and decision tools that product teams use independently, rather than routing every pricing decision through you.
• 🤝 Cross-functional influence: You bring Product, Finance, Sales, Customer Success, Engineering, and Billing into alignment on contentious commercial decisions.
• 🧭 Motivated by scope, not headcount: You're energised by owning a global, high-stakes topic as an individual contributor, with analytical support from Data and RevOps and rollout support from Program Management.
• Nice-to-have
• 🎓 Formal pricing training: You've been trained at Simon-Kucher or the pricing practice of another consultancy, and you bring that rigour with you.
• 🧑💻 Developer tools experience: You've priced products sold to engineers and technical teams.
• 🌍 Open source or freemium background: You know how to design pricing that converts a free community into paying customers without breaking trust.