Senior Manager, Deal Strategy & Monetization

About the job

Responsibilities

• Own Rogo's monetization strategy, including tier architecture, enterprise license structures, and credit-based pricing.
• Lead the operational execution of the transition to consumption-based pricing, including customer segmentation and commercial guardrails.
• Partner with Product and Finance to evolve pricing as the platform and customer base scale.
• Design commercial constructs to drive expansion within strategic accounts, focusing on accelerating adoption at major banks.
• Identify and address structural barriers to expansion across business lines, desks, and geographies through pricing, packaging, or contract mechanisms.
• Design pilot and land structures that create commercial pull toward enterprise, using credit allocations, usage thresholds, and expansion triggers.
• Shape deals upstream with a revenue-oriented perspective to accelerate closes.
• Develop strategies for using consumption-based pricing as an expansion lever and create commercial playbooks for Sales.
• Structure and approve non-standard enterprise deals, including custom credit bundles and multi-year agreements.
• Define and enforce deal guardrails, such as discount approval tiers and minimum ARR thresholds.
• Own the commercial approval workflow end-to-end to reduce deal cycle time.
• Serve as the commercial authority on high-stakes deals, including competitive situations and strategic account expansions.
• Own all monetization reporting, including consumption transition reports, credit utilization, ARR mix, and pricing execution.
• Track and publish deal quality metrics like discount rates and average contract structure.
• Build reporting infrastructure for leadership to view monetization in real-time.
• Translate commercial data into actionable insights for pricing strategy and sales motion.
• Serve as the primary business owner for CPQ and billing systems.
• Partner with RevOps on compensation plan alignment for consumption-based incentives.
• Identify and surface commercial risks in the renewal pipeline, including credit underutilization and at-risk agreements.

Requirements

• 5 to 8 years of experience in deal desk, revenue operations, pricing strategy, or a related commercial function at a B2B SaaS or financial technology company.
• Direct experience structuring and approving complex enterprise software deals.
• Familiarity with consumption-based or usage-based pricing models and the operational complexities of transitioning to them.
• Ability to translate complex commercial constructs into clear, winning narratives for customers.
• Strong analytical skills with the ability to build and own commercial reporting from scratch.
• High judgment in ambiguous situations, with the ability to push back on Sales when deal structure does not hold up.
• Comfort operating at the intersection of Sales, Product, Finance, and Legal without needing extensive direction.
• Experience with Salesforce and understanding of how CRM data connects to commercial reporting.
• A track record of actively shaping commercial strategy that accelerated revenue, ideally including experience driving expansion within large, complex enterprise accounts.
• Financial services industry familiarity is a plus.