Senior Pricing and Monetization Manager

About the Role

The ideal candidate will have a strong background in fintech, business banking, retirement, e-commerce, payroll, or HR back office SaaS, as well as experience in B2B/B2C SaaS in payroll, HR, fintech, e-commerce, or related fields. A deep understanding of pricing and monetization principles, as well as the ability to analyze complex data sets and develop actionable insights, is essential.

As a Senior Pricing and Monetization Manager at Gusto, you will be working in a fast-paced, AI-driven environment, where the ability to learn, adapt, and grow is crucial. You will be expected to be a world-class operator, owning and delivering on cross-functional projects and commercial go-to-market initiatives.

What You Will Do

• Work in partnership with Product, Finance, Marketing, and Go-to-Market teams to review and recommend monetization and pricing strategies for new product launches and existing portfolio
• Develop and implement pricing and packaging strategies to drive revenue growth and maximize customer value
• Collaborate with data and engineering teams to design and implement data-driven pricing and monetization solutions
• Own and deliver on cross-functional projects and commercial go-to-market initiatives
• Work closely with key stakeholders, including Product, Product Marketing, Sales, Data Science, and Finance, to ensure alignment and maximize revenue growth
• Develop and maintain key Pricing and Monetization KPIs to measure performance and inform future strategy
• Provide expert guidance and support to cross-functional teams on pricing and monetization-related matters
• Stay up-to-date with industry trends and developments in pricing and monetization, applying this knowledge to drive innovation and growth at Gusto
• Ship MVPs, Proof of Concepts, and pilots to market, working closely with cross-functional teams to ensure successful launch and adoption

What We Are Looking For

• Background in fintech, business banking, retirement, e-commerce, payroll, or HR back office SaaS
• Experience in B2B/B2C SaaS in payroll, HR, fintech, e-commerce, or related fields
• Strong understanding of pricing and monetization principles, including value-based pricing, tiered pricing, and discounting strategies
• Ability to analyze complex data sets and develop actionable insights to inform pricing and monetization strategy
• Excellent communication and collaboration skills, with experience working with cross-functional teams
• Strong project management skills, with the ability to prioritize and deliver on multiple projects simultaneously
• Experience working in a fast-paced, AI-driven environment, with the ability to learn, adapt, and grow quickly
• Strong business acumen, with a deep understanding of the small business economy and the needs of Gusto's customers

Nice to Have

• Experience working with AI-powered tools and technologies, including machine learning and natural language processing
• Knowledge of data visualization tools, such as Tableau or Power BI
• Experience working in a remote or distributed team environment
• Certification in pricing and monetization, such as the Certified Pricing Professional (CPP) designation
• Experience working in a startup or scale-up environment, with a strong understanding of the challenges and opportunities of rapid growth

Benefits and Perks

• Competitive base pay, with equity (RSUs) and benefits, including health insurance and 401(k) matching
• Opportunity to work with a leading provider of payroll, health insurance, and HR services, with a strong commitment to innovation and customer satisfaction
• Collaborative and dynamic work environment, with a team of experienced professionals who are passionate about driving growth and success
• Flexible working arrangements, including remote work options and flexible hours
• Professional development opportunities, including training and education programs to support career growth and advancement
• Access to the latest tools and technologies, including AI-powered tools and data visualization software
• Recognition and reward programs, including bonuses and stock options, to recognize and reward outstanding performance and contributions

• When applying for this role, be prepared to showcase your skills and experience in pricing and monetization, as well as your ability to work in a fast-paced, AI-driven environment.
• Highlight your experience working with cross-functional teams, including product, sales, marketing, data, and engineering, and your ability to collaborate and communicate effectively.
• Emphasize your understanding of pricing and monetization principles, including value-based pricing, tiered pricing, and discounting strategies, and your ability to analyze complex data sets and develop actionable insights.
• Be prepared to discuss your experience working with AI-powered tools and technologies, including machine learning and natural language processing, and your ability to learn, adapt, and grow quickly in a rapidly changing environment.
• When negotiating salary, be sure to highlight your skills and experience, as well as your research on the market rate for similar roles, to ensure you are fairly compensated for your work.
• Be sure to ask about the company culture and values, as well as the opportunities for growth and advancement, to ensure this role is a good fit for your long-term career goals.