Director, Monetization Strategy

Iterable•Boston, MA

3d•Remote

About The Position

Iterable is the leading AI-powered customer engagement platform that helps leading brands like Redfin, SeatGeek, Priceline, Calm, and Box create dynamic, individualized experiences at scale. Our platform empowers organizations to activate customer data, design seamless cross-channel interactions, and optimize engagement—all with enterprise-grade security and compliance. Today, nearly 1,200 brands across 50+ countries rely on Iterable to drive growth, deepen customer relationships, and deliver joyful customer experiences. Our success is powered by extraordinary people who bring our core values—Trust, Growth Mindset, Balance, and Humility—to life. We foster a culture of innovation, collaboration, and inclusion, where ideas are valued and individuals are empowered to do their best work. That’s why we’ve been recognized as one of Inc’s Best Workplaces and Fastest Growing Companies, and were recognized on Forbes’ list of America’s Best Startup Employers in 2022. Notably, Iterable has also been listed on Wealthfront’s Career Launching Companies List and has held a top 10 ranking on the Top 25 Companies Where Women Want to Work. With a global presence—including offices in San Francisco, New York, Denver, London, and Lisbon, plus remote employees worldwide—we are committed to building a diverse and inclusive workplace. We welcome candidates from all backgrounds and encourage you to apply. Learn more about our story and mission on our Culture and About Us pages. Let’s shape the future of customer engagement together! 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.

Requirements

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.
You can distill complex economic theories into simple, persuasive narratives for the Executive Leadership Team (ELT).
You don't just want a seat at the table; you want to build the table. You enjoy creating processes where none existed.

Nice To Haves

Experience building and productionizing LLM based, agentic or autonomous systems that handle complex orchestration and evaluation.
Experience establishing shared AI platforms or internal developer enablement capabilities
Familiarity with analytics systems, experimentation workflows, or decisioning frameworks

Responsibilities

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.
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).
Conduct deep-dive competitive analysis and buyer research to identify gaps in our current monetization strategy and capitalize on emerging market trends.
Design and optimize product bundles and editions that simplify the buying process for mid-market and enterprise customers alike.
Partner with RevOps to implement pricing changes within our systems (CPQ, billing) and develop the discounting frameworks and "guardrails" for the field.
Lead the internal enablement for global sales teams, ensuring they can confidently articulate the "why" behind our pricing.