Staff Monetization and Pricing Strategist

Bonterra•New York, NV

8d•$175,000 - $215,000

About The Position

Bonterra is seeking a Staff Monetization and Pricing Strategist to establish the company's first dedicated pricing function. This senior individual-contributor role will be responsible for the entire pricing discipline, including willingness-to-pay research, value metric design, packaging architecture, and AI pricing methodologies across a SaaS product portfolio and a growing AI product line. The successful candidate will assess existing pricing structures, rebuild and establish new strategies and cadences, and partner with senior leaders to align pricing with annual operating plan goals. This role reports directly to the CPO and will have the autonomy to shape the pricing strategy, governance model, and cadence. Investments in proper tools will be provided to ensure success.

Requirements

6+ years in pricing strategy, either in-house at a multi-product B2B SaaS company or in a pricing strategy consulting practice.
Demonstrated ownership of a willingness-to-pay study from design through pricing decision.
Experience designing value metrics and packaging for a multi-product or multi-segment portfolio.
Comfort operating in a PE-backed environment where pricing discipline is a named valuation lever.
Pricing methodologist with experience in conjoint analysis, Van Westendorp, and value-based pricing studies.
Comfortable formalizing something distributed, not building from a blank page; building on existing basics like a discount framework, embedded pricing partners, and a Pricing Committee charter.
Fluent in the direction of AI pricing, understanding the difference between usage-based and outcome-based pricing and how to transition portfolios.
Strong cross-functional operator, able to work with CPO, CFO, CRO, and CEO, adjusting framing without changing substance.
Comfortable operating without a team at launch as an individual contributor.
Experience leading a willingness-to-pay or value-based pricing study that changed a real pricing decision.
Experience building a competitive pricing intelligence process from scratch and keeping it current.
Experience partnering with Product and Engineering leadership to translate pricing strategy into packaging and feature-gating decisions that shipped.
Experience operating as an individual contributor with senior-level influence, shaping executive decisions without a team.

Nice To Haves

Exposure to usage-based and outcome-based AI pricing models, and a point of view on when to graduate from one to the other.

Responsibilities

Own willingness-to-pay research and value metric design for Bonterra Que (AI-powered product suite) and the broader product portfolio (Case Management, Fundraising Solutions, Fundraising Experiences, Corporate Social Responsibility, and Payments).
Build the pricing research methodology at Bonterra, applying frameworks like conjoint analysis, Van Westendorp, and value-based pricing to an existing portfolio.
Design packaging architecture, including tier definitions, feature gating, and bundle logic for current products and new Que AI skills.
Build and maintain competitive pricing intelligence against key competitors and incorporate new approaches to AI pricing from high-growth AI companies.
Deliver the first annual pricing benchmark study for Bonterra, suitable for board review.
Provide pricing input on new product investment proposals, incorporating revenue forecast projections as a scored dimension in business cases.
Partner with the CPO on Pricing Committee strategic reviews and represent pricing methodology at senior levels across Product, Finance, and Commercial.
Own willingness-to-pay studies for new SKUs, packaging changes, and Que monetization.
Define value metrics by category to drive durable net revenue retention.
Own packaging architecture: tier definitions, feature gating, and bundle design across the portfolio.
Build and maintain the competitive pricing intelligence function.
Lead the monetization architecture for Bonterra Que, standardizing attach motion, value metric, and bundle math.
Partner with Product leaders to ensure pricing keeps pace with evolving capabilities, especially for the fast-evolving Que product.
Own the analysis, strategy, and transition plan from current pricing structures to usage-based and outcome-based pricing for Que, acting as the primary change agent for AI-first monetization.
Deliver pricing input to every new product investment proposal before approval, making willingness-to-pay a scored dimension.
Partner with the CPO to run Pricing Committee strategic reviews (quarterly tactical, annual strategic).
Partner with the Finance organization on operating-plan-aligned pricing performance inputs, aligning to EBITDA and margin goals.
Partner with the Commercial organization on competitive pricing intelligence feeding deal desk and discount governance.
Coordinate with the active SKU and Pricing Operations workstream to ensure new pricing architecture lands cleanly in the operational system of record.