Sr. Manager, Monetization Analytics & Pricing

Kong • San Francisco, CA

45d

About The Position

Kong is hiring a Senior Manager, Monetization Ops and Analytics to build and own the analytical foundation of our monetization function. You will extract insights from data across the business to inform pricing, packaging, and monetization strategy.
You will define Kong's baseline reporting for monetization, identify opportunities to optimize existing pricing, model new product pricing, and drive the analytical rigor behind our monetization decisions. This role is highly cross-functional, partnering with sales, marketing, analytics, product, and finance.
This is a high-impact individual contributor role reporting to the Senior Director of Pricing. You'll directly influence how we monetize Kong's API Management platform, which powers critical systems at some of the world's largest companies

Requirements

• 5+ years building and using analytical models in B2B SaaS pricing, revenue operations, FP&A, management consulting, or data analytics.
• Expert-level Excel/Google Sheets and SQL proficiency. Pivot tables, INDEX/MATCH, scenario modeling, sensitivity analysis, complex queries, etc.
• Experience extracting and analyzing data from CRM and billing systems (Salesforce, Zuora, Stripe, or similar).
• Strong communication skills: translate complex data into clear insights for non-technical stakeholders.
• Comfortable working independently in ambiguous environments with incomplete data.
• Bachelor's degree in Business, Finance, Economics, Statistics, or related field.

Nice To Haves

• Hands-on experience with pricing research methods: Van Westendorp, Gabor Granger, conjoint analysis, or price elasticity modeling.
• Proficiency in BI tools (Looker, Tableau, Hex, or similar) for dashboard development.
• Statistical programming skills (Python or R) for predictive modeling.
• Prior involvement in pricing transformation or new product pricing launches.
• Experience with CPQ systems (Salesforce CPQ, DealHub, etc.

Responsibilities

• Build the analytical foundation of pricing: Design, build, and maintain core pricing and monetization dashboards and reporting infrastructure. Define key metrics (price realization, attach rates, discount patterns, usage trends) and establish baseline performance measurement.
• Own pricing intelligence: Become the go-to expert for data-driven insights on pricing and monetization. Proactively surface trends, anomalies, and opportunities by diving deep into transactional data, customer behavior, and product usage patterns.
• Lead analysis for new pricing initiatives: Drive the quantitative modeling and research for new product introductions, packaging changes, and pricing experiments. Build models that synthesize CRM data, usage metrics, and financial performance to inform pricing decisions
• Optimize existing monetization: Analyze pricing and packaging performance across customer segments and products. Identify where we're leaving money on the table or creating friction, and recommend specific changes
• Create internal pricing tools: Own and improve the internal pricing calculator used by sales teams. Ensure accuracy, usability, and version control as pricing models evolve.
• Partner across teams and functions: Collaborate with sales, finance, revenue operations, and product teams to align monetization strategies with business goals. Translate complex analytical findings into clear, actionable recommendations for senior leadership.
• Improve monetization operations: Work with GTM systems teams to strengthen our data practices, reporting accuracy, and pricing process efficiency.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 501-1,000 employees