About the Company

Our client is a leading liquidity and technology provider in the crypto and FX industries.
For over a decade, they’ve been delivering advanced B2B trading, liquidity, and SaaS solutions that help brokers and financial institutions scale faster while keeping infrastructure lean.

Their products power licensed brokers, crypto exchanges, hedge funds, and asset managers across the globe — combining institutional-grade technology with speed, transparency, and control.

Role

We’re consolidating pricing, packaging, and revenue operations across several SaaS and financial products.
You’ll build the monetization system – grounded in costs, usage, and customer value – to speed launches, simplify bundles, and grow ARR/NRR.

The mission (outcomes and expectation)

• Revenue growth across all products

• A single pricing architecture across all products (bundles, add-ons, usage meters, entitlements/feature flags) with all necessary guardrails

• Price realization up, discounting down: increase realized ASP and reduce average discount rate

• Faster, cleaner launches: every release ships with pricing/packaging, SKUs, metering, and CPQ ready

• Better unit economics: shorten CAC payback and lift NRR via expansion/attach-rate playbooks

Key Responsibilities

1. Pricing Strategy & Architecture

• Own the end-to-end global pricing and packaging strategy across all product lines — from liquidity SaaS and data services to trading infrastructure and B2B APIs.

• Define editions, bundles, add-ons, and hybrid usage models aligned with customer value metrics (transactions, accounts, volumes, API calls, seats).

• Build a single pricing framework and playbooks per customer segment (low-touch, enterprise, partners).

• Maintain a global pricing calendar (reviews, CPI/inflation adjustments, migrations, experiments).

• Translate product value into clear commercial models supporting growth, retention, and scalability.

2. Financial Modeling & Profitability

• Develop detailed cost and profitability models per SKU, capturing infrastructure, support, data, and partner costs.

• Construct unit economics dashboards with metrics such as CAC payback, contribution margin, NRR, and LTV:CAC ratio.

• Conduct price elasticity, scenario, and sensitivity analyses to guide pricing decisions.

• Partner with FP&A and Product to deliver P&L forecasting and ROI modeling for all monetization initiatives.

• Manage Deal Desk governance: discount ladders, minimum price floors, approval workflows.

3. Monetization Operations & Governance

• Own and evolve the monetization stack, including:

  • Salesforce Revenue Cloud / CPQ — for pricing configuration and quoting

  • Billing systems — for invoicing, revenue recognition, and ASC-606 compliance

  • Product analytics (Amplitude, Tableau) — for pricing performance and revenue metrics

• Define and manage entitlements, feature flags, and usage metering together with Product and Engineering teams.

• Plan and oversee price migrations (grandfathering, customer communication, rollout windows) to minimize churn and protect NRR.

• Collaborate cross-functionally to ensure all systems (billing, CRM, analytics) are synchronized under a single source of truth.

4. Product-Led Growth & Experimentation

• Design and test freemium, trial, and upgrade experiences aligned with value realization moments in-product.

• Lead pricing experiments (A/B, multivariate) to optimize conversion and package performance.

• Partner with Product and Data teams to define monetization dashboards tracking attach rates, expansion, and churn reduction.

5. Enablement & Commercial Excellence

• Create battlecards, ROI/TCO calculators, and pricing narratives for Sales and Relationship Management teams.

• Lead enablement sessions to strengthen value-based selling and pricing confidence.

• Continuously refine competitive pricing intelligence and update sales playbooks.

Must-Have Experience

• 7–12+ years of experience leading pricing and monetization for an enterprise SaaS or fintech company, or within a top-tier consultancy (Simon-Kucher, McKinsey Growth, Bain, ZS, etc.).

• Proven record of implementing usage-based or hybrid pricing at scale and migrating legacy models with minimal churn.

• Deep understanding of financial modeling, sensitivity analysis, and unit economics.

• Experience working in fintech, trading, FX, or brokerage markets strongly preferred.

• Demonstrated success in sales enablement and improving pricing execution outcomes (win rate, ASP, discount discipline).

Tech & Toolstack

• Analytics: Tableau, Amplitude, SQL-based BI tools

• Monetization Stack: Salesforce Revenue Cloud / CPQ, enterprise billing systems, CRM integrations

• Methods: Conjoint, Van Westendorp, Gabor-Granger, retention/cohort analysis, price elasticity modeling

Why This Role Matters

This role sits at the intersection of finance, product, and go-to-market strategy.
You’ll be shaping how a global fintech leader defines, communicates, and captures value — across every transaction, every product, and every customer touchpoint.
Your work will directly influence ARR growth, profitability, and pricing maturity across a multi-product ecosystem serving some of the most sophisticated clients in the industry.