Head of Monetisation Strategy

At Trustpilot, we're on an incredible journey. We're a profitable, high-growth FTSE-250 company with a big vision: to become the universal symbol of trust. We run the world's largest independent consumer review platform, and while we've come a long way, there's still so much exciting work to do. Come join us at the heart of trust!

The Monetisation team at Trustpilot is split into 3 areas:
Monetisation strategy, Commercial pricing, and Growth. As the Head of Monetisation Strategy, you will head the first pillar and hold a key role in designing and building Trustpilot’s B2B pricing strategy and longer term monetisation roadmap, which underpin the company’s revenue growth.

Your main goal will be the optimization and maintenance of our packaging offering, to ensure that our lineup of products offers the right value to our customers, in alignment with our proposition for our different customer segments. As we launch new product features, you will work closely with our Product and Product Marketing teams to decide how to best package them in our plans to optimize upgrade rates and revenue generation from new innovations.

A key part of the role will also be future proofing our monetisation strategy. SaaS is constantly evolving and pricing strategies are evolving with it. You will research, design and pilot new monetisation models different and / or additive to the more traditional SaaS subscription model to explore opportunities for innovation that better align the value created for customers to how we price our products and monetise our platform.

You will be constantly on the lookout for new product ideas we could be launching, gathering market information from competitors, news articles, and events that you will attend. You will be performing gap analysis, working with Product to support in deciding which products we should build next, and leading on how we should monetise, price, and package any new innovation. Critically, you will ensure that the products we build have a solid business case and will contribute to the growth of the company.

An entrepreneurial and curious attitude will be fundamental to being successful in this role, as you will often need to deep dive into different topics and collect different perspectives to scope out potential opportunities. Whilst focusing on long-term strategy development will be critical, the successful candidate will also have a ‘get it done’ attitude with a willingness to go above and beyond to deliver results, keeping different senior stakeholders accountable.

This role is cross‑functional in nature. You’ll conceptualize, size, and work through initiatives end to end, partnering with teams such as Product, Data Science, Marketing, Product Marketing, Legal, and Finance.

This role reports to the Director of Pricing & Monetization.

• Lead in developing and optimizing our core B2B proposition, to ensure our lineup of plans delivers on our customer needs and is highly competitive in the market.
• Collaborate with Product and Product Marketing to define which new features to develop, and take the lead on deciding how to best package them (e.g. bundling, add‑on, tiering, etc.)
• Use a combination of your commercial judgment, analytical skills, competitor research, and feedback from our customers and Commercial team to ideate new pricing & monetisation models for Trustpilot, to increase our NRR.
• Support the Director for Pricing & Monetization in the yearly annual process for budget setting and company goals.
• Explore net new ancillary revenue opportunities, from initial hypothesis to business cases and concept development, to end‑to‑end project delivery.
• Constantly monitor market trends, key industry events, established SaaS players, and influencers to bring in an ‘outside‑in’ perspective to the business to inform internal efforts.
• Constantly collaborate with your Pricing & Monetisation colleagues to make sure our plans are priced competitively and in accordance with the value we provide to customers.

• Proven track record of delivering commercial initiatives, with high visibility within the company, clear ownership and accountability, and proven…