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Rogo is transforming global finance by delivering AI-powered solutions to investment banks, private equity funds, and investment firms. The company is undergoing a significant commercial transition from traditional seat-based pricing to consumption-based models, with enterprise deals growing in size and complexity.
This Senior Manager role owns Rogo's monetization strategy and deal execution infrastructure. You will sit at the intersection of pricing strategy, deal structuring, and commercialization data, reporting to the Director of Sales Operations and partnering directly with senior leadership.
Key responsibilities include:
**Pricing & Packaging**: Own the monetization strategy including tier architecture, enterprise license structures, and credit-based pricing models. Lead operational execution of the consumption-based pricing transition, including customer segmentation, milestone tracking, and commercial guardrails. Partner with Product and Finance to evolve pricing as the platform scales.
**Commercial Strategy**: Partner with Sales and leadership to design commercial constructs that drive expansion within strategic accounts, particularly at bulge bracket and tier-one banks. Identify structural barriers to expansion across business lines, desks, and geographies, and develop pricing or contract mechanisms to remove them. Design pilot and land structures that create natural commercial pull toward enterprise adoption.
**Deal Desk & Structuring**: Structure and approve non-standard enterprise deals including custom credit bundles, multi-year agreements, and complex ELAs. Define and enforce deal guardrails including discount approval tiers, minimum ARR thresholds, and margin floors. Own the commercial approval workflow end-to-end, reducing deal cycle time across Sales, Legal, Finance, and Product.
**Commercialization Data**: Own all monetization reporting including consumption transition reports, credit utilization analysis, ARR mix analysis, and pricing execution metrics. Build reporting infrastructure that gives leadership real-time visibility into monetization performance. Translate commercial data into actionable insights that feed back into pricing strategy.
**Systems & Partnerships**: Serve as primary business owner for CPQ and billing systems. Partner with RevOps on compensation plan alignment. Identify and surface commercial risks in the renewal pipeline.
Required qualifications: 5-8 years in deal desk, revenue operations, pricing strategy, or related commercial functions at B2B SaaS or fintech. Direct experience structuring complex enterprise software deals. Familiarity with consumption-based or usage-based pricing models and transition complexity. Strong analytical skills with ability to build commercial reporting from scratch. High judgment in ambiguous situations with ability to push back on Sales when needed. Comfort operating across Sales, Product, Finance, and Legal. Experience with Salesforce and CRM data. Track record of shaping commercial strategy that accelerated revenue and drove expansion within large enterprise accounts. Financial services familiarity is a plus.
