Lead pricing strategy and monetization across the product portfolio, manage initiatives, analyze market trends, and present recommendations to senior leadership.
Director of Pricing
At Billtrust, we help companies transform how they manage order-to-cash, enabling faster payments, smarter decisions, and better customer experiences. We’re looking for a Pricing & Monetization Director to lead the strategy, governance, and execution of pricing across our product portfolio.
In this role, you will be the strategic driver behind how we price, package, and monetize our solutions, ensuring that every product delivers maximum value to both our customers and the business. You will lead cross-functional initiatives including annual price increases, SKU lifecycle management, and monetization programs, working closely with Product, Finance, Revenue Operations, and GTM teams.
This is a high-impact role for someone who is analytical, strategic, and operationally savvy, capable of turning market insights and customer behavior into actionable pricing strategies. You will influence key business decisions, shape commercial outcomes, and lead a team that ensures pricing excellence is embedded across the company.
What You’ll Do:
- Lead pricing and monetization strategy across the product portfolio, aligning customer value, market dynamics, and business objectives.
- Program manage the annual price increase (API) process, including planning, cross-functional coordination, approvals, execution, and post-implementation analysis.
- Analyze buyer behavior, market trends, and competitive dynamics to recommend monetization strategies, including bundles, packaging changes, and new pricing models. AI monetization will be a key area of focus.
- Own pricing operations and governance, including pricing committees, approval workflows, discounting frameworks, and pricing documentation.
- Manage the introduction, modification, and retirement of SKUs, partnering closely with Finance, Revenue Operations, BizApps, Product, and GTM teams to ensure operational readiness.
- Develop and maintain pricing models, financial projections, and KPIs to measure pricing performance, realization, and impact on growth and profitability.
- Partner with Product and GTM teams on commercialization and launches, ensuring pricing, packaging, enablement, and systems are ready to support new offerings.
- Lead cross-functional pricing initiatives such as complex programs, managing timelines, dependencies, risks, and stakeholder alignment.
- Establish scalable processes and tooling to support lead-to-cash pricing execution, billing, and reporting.
- Present pricing insights, recommendations, and outcomes to senior leadership, driving informed decision-making and change management.
What You’ll Bring:
- 8–10+ years of experience in pricing, monetization, product management, or commercial strategy roles within SaaS, fintech, or enterprise software.
- Proven experience leading pricing strategy, packaging, and monetization initiatives, including subscription and usage-based models.
- Hands-on experience program managing complex pricing initiatives, such as annual price increases and large cross-functional pricing changes.
- Experience with AI monetization strategies, ideally including some A/B testing and transition to way of capturing AI related revenue
- Strong analytical background with experience building pricing models, financial projections, and performance KPIs; advanced Excel required, SQL or BI tools a plus.
- Demonstrated ability to analyze buyer behavior, market trends, and competitive data and translate insights into actionable monetization recommendations (e.g., bundles, SKU rationalization).
- Experience managing SKU lifecycle changes, including introduction and retirement, in partnership with Finance, Revenue Operations, BizApps, and GTM teams.
- Familiarity with pricing governance, discounting frameworks, and lead-to-cash processes, including billing and commercial systems.
- Strong cross-functional leadership skills with the ability to influence without authority and drive alignment across Product, Sales, Finance, and Operations.
- Excellent communication and presentation skills, with experience presenting pricing recommendations and outcomes to senior leadership.
- Bachelor’s degree in Business, Economics, Finance, Marketing, or a related field; MBA or advanced degree preferred but not required.
The expected base salary range for this position is $185,000- $215,000 annually.
Compensation may vary depending on several factors, including a candidate’s qualifications, skills, experience, competencies, and geographic location. Some roles may qualify for extra incentives like equity, commissions, or other variable performance-related bonuses. Further details will be provided by our Talent Acquisition team during the interview process.
Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Billtrust, we celebrate and support diversity and are committed to creating an inclusive environment for all employees. So, if your experience aligns but doesn't exactly match each and every qualification, apply anyway. You may be exactly what we are looking for! What You'll Get:
- Work from Anywhere: Your home, a coffee shop, a company paid WeWork.... you decide!
- A Culture that Lives its Values: Our values are not just words or window dressing, they guide our decisions - big and small - each and every day.
- Flexible Working Hours: We support your lifestyle- the results are what count.
- Open PTO: Work-life balance is important. We believe in giving our employees time to truly relax and recharge.
- Sabbatical: A paid leave to reward longevity and commitment to Billtrust.
- Paid Parental Leave: To promote parent-child bonding and increase gender equity at home and in the workplace.
- Opportunities for Growth: Professional development can take many shapes. Join one of our seven ERGs or participate in our Mentor-Mentee, and Leadership development programs- we foster an environment where all employees can grow.
- Recognition: From Billtrust Bucks and CEO Shoutouts to Culture Champion and CEO Excellence Awards, our employees are recognized for hard work and outcomes achieved.
- Benefits: Medical, dental, vision, 401(k) with company match, short-term and long-term disability, flexible spending accounts, HSA, and life, cancer, and AD&D insurance.
- Minimal Bureaucracy: An entrepreneurial environment of ownership and accountability allows you to get work done.
Finance leaders turn to Billtrust to control costs, accelerate cash flow and improve customer satisfaction. As a B2B order-to-cash software and digital payments market leader, we help the world's leading brands get paid faster while transitioning from expensive paper invoicing and check acceptance to efficient electronic billing and payments. With over 2,600 global customers and more than $1 trillion invoice dollars processed, Billtrust delivers business value through deep industry expertise and a culture relentlessly focused on delivering meaningful customer outcomes. #LI-Remote
Top Skills
Ai Monetization
Bi Tools
Excel
SQL
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