Senior Manager, Deal Strategy & Monetization

Rogo • New York, NY

1d

About The Position

Rogo is undergoing a significant commercial transition, moving from a traditional seat-based model to consumption-based pricing. This role is crucial for managing the increasing size and complexity of enterprise deals. The position requires ownership of monetization strategy, deal structuring to drive growth, and building commercial reporting infrastructure to ensure accountability. The role operates at the intersection of pricing strategy, deal execution, and commercialization data, collaborating closely with Sales, Product, Finance, and Legal to ensure effective product pricing, robust deal structures, and efficient enterprise opportunity closure. The position reports to the Director of Sales Operations and involves direct partnership with senior leadership on monetization strategy.

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 complexity 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 a lot of direction.
• Experience with Salesforce and an understanding of how CRM data connects to commercial reporting.
• A track record of not just governing deals but actively shaping commercial strategy that accelerated revenue, ideally including experience driving expansion within large, complex enterprise accounts.

Nice To Haves

• Financial services industry familiarity is a plus but not required.

Responsibilities

• Own Rogo's monetization strategy, including tier architecture, enterprise license structures, and credit-based pricing models.
• Lead the operational execution of the transition to consumption-based pricing, encompassing customer segmentation, milestone tracking, and commercial guardrails.
• Partner with Product and Finance to evolve pricing in line with platform and customer base scaling.
• Partner with Sales and senior leadership to design commercial constructs that drive expansion within strategic accounts, focusing on accelerating wall-to-wall adoption at bulge bracket and tier-one banks.
• Identify structural barriers to expansion across bank business lines, desks, and geographies, and develop pricing, packaging, or contract mechanisms to overcome them.
• Design pilot and land structures that create natural commercial pull toward enterprise, including credit allocations, usage thresholds, expansion triggers, and ELA terms that encourage consolidation and growth.
• Apply a creative, revenue-oriented perspective to deal shaping upstream to accelerate closes.
• Develop a point of view on using consumption-based pricing as an expansion lever, translating it into commercial playbooks for the Sales team.
• Structure and approve non-standard enterprise deals, including custom credit bundles, multi-year agreements, and complex ELA constructs.
• Define and enforce deal guardrails, such as discount approval tiers, minimum ARR thresholds, and margin floors.
• Own the commercial approval workflow end-to-end, aiming to reduce deal cycle time through clarity and speed across Sales, Legal, Finance, and Product.
• Serve as the commercial authority on high-stakes deals, including saves, competitive situations, and strategic account expansions.
• Own all monetization reporting, including bi-weekly consumption transition reports, credit utilization by customer, ARR mix analysis, and pricing execution by rep and segment.
• Track and publish deal quality metrics, such as discount rates, attach rates, and average contract structure across segments.
• Build the reporting infrastructure to provide leadership with a clear, real-time view of business monetization.
• Translate commercial data into actionable insights to inform pricing strategy and sales motion.
• Serve as the primary business owner for CPQ and billing systems.
• Partner with RevOps on compensation plan alignment to consumption-based incentives.
• Identify and surface commercial risks in the renewal pipeline, including credit underutilization and at-risk enterprise agreements.

Benefits

• Strong product adoption with the world's leading financial institutions
• Enormous upside potential
• Extraordinary team with high talent density
• Opportunity to do the best work of one's career
• Opportunity to work on a one-of-a-kind problem: bringing AI to the core of how Wall Street works
• Real ownership of surface area and impact
• Work at the frontier of AI model capabilities

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed