Director of Pricing Strategy

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. Reporting into the Senior Director of Pricing & Monetisation, 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. As we launch new product features, you will work closely with our Product and Product Marketing teams to decide how to best package them in our plans to optimize upgrade rates and revenue generation from new innovations. In addition to this, a key part of the role will be future‑proofing our monetisation strategy by diversifying our revenue streams. An entrepreneurial and curious attitude will be fundamental to being successful in this role, as you will often need to deep dive into different topics and collect different perspectives to scope out potential opportunities. Whilst focusing on long‑term strategy development will be critical, the successful candidate will also have a 'get it done' attitude with a willingness to go above and beyond to deliver results, keeping different senior stakeholders accountable. This role is cross‑functional in nature. You’ll conceptualize, size, and work through initiatives end to end, partnering with teams such as Product, Data Science, Marketing, Product Marketing, Legal, and Finance. What you’ll be doing Lead in developing and optimizing our core B2B proposition, to ensure our lineup of plans delivers on our customer needs and is highly competitive in the market. Collaborate with Product and Product Marketing to define which new features to develop, and take the lead on deciding how to best package them (e.g. bundling, add‑on, tiering, etc.) Use a combination of your commercial judgment, analytical skills, competitor research, and feedback from our customers and Commercial team to ideate new pricing & monetization models for Trustpilot, to increase our NRR. Support the Senior Director for Pricing & Monetisation in the yearly annual process for budget setting and company goals. Explore net new ancillary revenue opportunities, from initial hypothesis to business cases and concept development, to end‑to‑end project delivery. Constantly monitor market trends, key industry events, established SaaS players, and influencers to bring in an \"outside‑in\" perspective to the business to inform internal efforts. Constantly collaborate with your Pricing & Monetisation colleagues to make sure our plans are priced competitively and in accordance with the value we provide to customers. Who you are Proven track record of delivering commercial initiatives, with high visibility within the company, clear ownership and accountability, and proven impact on the business financials. Experience in highly matrixed companies, ideally in pricing, monetization, or strategy & operations roles, with proven ability to deliver autonomously in fast‑paced environments. Familiarity with different pricing and subscription models across SaaS and B2B markets, with a deep understanding of how SaaS metrics work and are correlated (NRR, churn, rule of 40, etc.). Comprehensive stakeholder management skills including the ability to influence senior leaders in your day‑to‑day interactions. High levels of curiosity, entrepreneurial mindset, and ability to cope with ambiguity to explore new opportunities, and 'get it done' attitude to constantly pursue these opportunities, even in situations where you will need to convince everyone else of why your idea is worth pursuing. Strong analytical skills and commercial acumen: comfortable creating compelling business cases. Benefits A range of flexible working options to dedicate time to what matters to you Competitive compensation package + bonus 25 days holiday per year, with an extra 5 days holiday allocated after your 1 year anniversary (prorated) Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist Comprehensive health package, pension, and full access to Headspace, a popular mindfulness app to promote positive mental health Paid parental leave Central office with a laid‑back vibe and constant buzz of different languages being spoken everywhere you go. It’s complete with a coffee bar, canteen, and table tennis and has a wide variety of refreshments available – you can opt‑in for breakfast and lunch at an affordable price Regular opportunities to connect and get to know your fellow Trusties, including company‑wide celebrations and events, ERG activities, and team socials Opportunity to join the Trustpilot Social Club for a small monthly fee and attend regular social and leisure activities like go‑karting, cooking classes, and escape rooms Employee discounts to restaurants and shops Restricted Stock Units Equal Opportunity 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. Trustpilot is a global company and our data practices are designed to ensure that your personally identifiable information is appropriately protected. Please note that your personal information will be transferred, accessed, and stored globally as necessary for the uses and disclosures stated in our Privacy Policy. If you have a disability and would like to discuss any adjustments you might need either in submitting your application, or to the recruitment process more generally, please let us know by contacting our Talent Acquisition Team (View email address on click.appcast.io) quoting the role you wish to apply for. #J-18808-Ljbffr Trustpilot, Inc.