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Spendesk is seeking a Product Operations Manager for Pricing & Monetization to establish pricing as a disciplined, data-driven product decision at the company. This role sits at the intersection of product, finance, and go-to-market strategy, reporting to the Chief Product Officer.
You will own the monetization function across Spendesk's dual revenue streams: software subscriptions and payments (interchange, FX). Currently, pricing and packaging decisions are scattered across the organization with insufficient data. Your mandate is to centralize these decisions, provide one authoritative view of pricing impact, and establish a standard for when the company has earned the right to price a capability.
Key responsibilities include:
- Build comprehensive revenue measurement: net revenue by product line and segment, net revenue retention by package and add-on, discount leakage analysis, and allocation rules that Finance and Product jointly own.
- Run the monetization review forum where packaging and pricing decisions are made, including pre-reads, options analysis, decision logs, and follow-through.
- Own the annual price increase recommendation: determine who gets increased, by how much, when, and what value exchange is offered. Design increases around customer relationship state (adoption, account health, incidents) and measure cohort-by-cohort net uplift after churn and rollbacks. Recommend on contract structures (annual, multi-year) and their interaction with increases.
- Maintain a single source of truth for pricing: plans, add-ons, coupons, migration rules, and legacy plan transitions. Write requirements for pricing and billing tooling.
- Be the monetization gatekeeper at the problem gate for every new capability: assess whether the team has earned pricing rights, determine fair mechanisms, and define success metrics at launch.
- Inform (without owning) the Financial Services team on cashback economics and the AI product team on agent pricing.
- Recommend against increases, discounts, or new packages when evidence does not support them, and defend recommendations to leadership.
You will have the authority to recommend, with your recommendation serving as the default decision. Leadership departs from it in writing, not in Slack threads. You work as a peer to the Product Operations lead and with Group Product Managers who own product lines.
Requirements:
- 4 to 7 years in product operations, business operations, chief of staff, strategy, or FP&A roles in B2B SaaS or fintech scale-ups.
- Demonstrated experience building revenue or margin models that other teams relied on for decisions; ability to articulate where models were wrong and what was changed.
- Track record of changing how an organization makes decisions without direct authority over those people; ability to show before/after impact.
- Strong quantitative skills: advanced Google Sheets proficiency, SQL, and judgment to build defensible cases from imperfect data.
- Fluency with AI tools and concrete examples of how they improved speed and quality of work.
- Product instinct: ability to start from customer value and distinguish capabilities that have earned pricing from those that have not.
- Commercial grounding: understanding that pricing decisions only work if salespeople can sell them and customers can understand them.
- Ability to say no to senior stakeholders with data, remain engaged in discussions, and ensure decisions stick across Finance and Sales.
- Plus: exposure to pricing/monetization work and fintech/payments economics (interchange, cashback, FX).
- Business fluency in English; French is a strong plus.
- Entrepreneurial mindset aligned with early-stage company culture.
