Senior Director, Product Pricing & Monetization

With Product at the center, and CSOD’s emergence to a Product-led growth company, the role of Product Pricing & Monetization leader becomes pivotal to the overall company strategy and financials. This position will play a critical role in partnership with the Chief Product officer (CPO) and the Head of Product Strategy and Operations. We are looking for a highly analytical and strategic business leader to own our global product pricing and packaging strategy. In summary the Sr. Director of Product Pricing and Monetization will develop and implement the pricing and packaging strategy for Cornerstone’s growing portfolio of products (across core and many acquisitions.) We are searching for a leader who brings extensive experience crafting monetization strategy and leading strategic pricing initiatives in the technology industry. The role will formally report into the Head of Product Strategy, Operations and GTM.

Overview

You will build our Monetization & Pricing Strategy practice and cadences; lead all strategic product pricing initiatives across Cornerstone’s suite of offerings across many brands.  The successful candidate will be comfortable immersing themselves in data to ensure that customer needs, financial objectives and product strategies are aligned to our monetization approach. You are persuasive with data and storytelling, and are able to partner extensively with Product leaders, marketing leaders, and Sales leaders, Finance. You manage a small team, and develop them into high-performing, empathetic leaders.

This is an opportunity to partner with our leadership team to deliver customer-friendly, innovative pricing solutions to market.  Pricing and packaging are integral levers to accelerate our growth. It is a critical part of our customer experience. 

In partnership with the extended leadership team, PM leaders, Finance, Sales, Product marketing you will be responsible for…

• Provide key thought leadership in advising on optimal, customer-friendly business monetization and product packaging strategies
• Develop and deliver deep analytical insights and actionable recommendations through customer segmentation, price discovery, testing & experimentation, and ROI analyses
• Provide leadership and advisory services to PMs, PMMs, Sales leaders – in very close partnership with Finance – on product packaging, bundling and SKU management
• In partnership with market intelligence and product marketing teams, provide core analytics and cross functional leadership regarding new product / market strategies

Success in role will mean…

• Value creation for our customers and partners across our product suite (win-win)
• Pricing and monetization strategies as levers to product-led growth
• Well articulated and intentional methodologies to segment the market to best understand value delivery and value capture
• Pricing and packaging strategies for new products and new markets
• Ability to quantify “lifts” and assists of key initiatives to product growth
• Measure and manage the evolving monetization and pricing strategy throughout the lifetime of the product
• Adapt to changes in market dynamics

You’ve got what it takes if you have…

• Deeply analytics thought leader with experience in SaaS Pricing and monetization
• A combination of large company (scale) and start up (agility/scrappiness) experience
• Experience withing directly with finance, sales, product, engineering, design teams and product marketing
• Extremely strong financial acumen, understanding of OKR/KPI drivers
• Comfort and desire to work with cross functional teams and influence without authority
• Incredible coach to other peer-level product leads
• Prior M&A experience; product rationalization experience

Attributes

• Strong execution and operational skills
• Influence without authority
• Conviction to stand by unpopular decisions (e.g., end of life products with objectivity)
• Balance qualitative and quantitative signals
• Exceptional communication – executive presence, experience presenting