Head of Pricing and Packaging

Overview

About Cleo:
At Cleo, we're not just building another fintech app. We're embarking on a mission to fundamentally change humanity's relationship with money. Imagine a world where everyone, regardless of background or income, has access to a hyper-intelligent financial advisor in their pocket. That's the future we're creating.

Cleo is a rare success story: a profitable, fast-growing unicorn with over $200 million in ARR and growing over 2x year-over-year. This isn't just a job; it's a chance to join a team of brilliant, driven individuals who are passionate about making a real difference. We have an exceptionally high bar for talent, seeking individuals who are not only at the top of their field but also embody our culture of collaboration and positive impact.

If you’re driven by complex challenges that push your expertise, the chance to shape something truly transformative, and the potential to share in Cleo’s success as we scale, while growing alongside a company that’s scaling fast, this might be your perfect fit.

Follow us on Linked In to keep up to date with new product features and insights from the team.

We’re hiring a Head of Pricing & Packaging to own how our subscription offering and monetisation strategy can evolve: how features are bundled, priced, and positioned to drive sustainable growth in paid subscribers and revenue. This is a highly commercial and analytical role. You will translate insight, data, and business strategy into tangible subscription propositions that users understand, value, and pay for.

• Own Pricing & Packaging Strategy:
  Lead the end-to-end strategy for subscription pricing and tier packaging, ensuring our subscription offering is competitive, distinctive, and commercially sound across markets
• Define how existing and new features are bundled into clear, differentiated subscription tiers
• Stay on top of cross-company product roadmap to optimise our monetisation and subscription model
• Decision making and Cross-Functional Leadership:
  Collaborate closely with Product, Commercial, Lending, and Analytics to scope, prioritise, and run pricing and packaging experiments
• Work with Commercial, Marketing, and Compliance teams to ensure propositions are clear, coherent, compliant, and scalable
• Translate experiment results into clear go / no-go decisions by truly understanding short and long-term impact
• Commercial & Financial Analysis:
  Build feature-level P&Ls and business cases to assess ROI and trade-offs together with our commercial team
• Analyse conversion, retention, ARPU, and LTV to inform pricing and bundling decisions
• Independently run analysis using Excel / spreadsheets (hands-on expected)
• Partner with Commercial and Finance and other pillars to align pricing strategy with forecasting, targets, and long-term revenue plans
• Translate Insight into Propositions:
  Work closely with User Research to understand perceived value, willingness-to-pay, and unmet needs. Run pricing and WTP research independently if needed.
• Partner with Product Analysts to synthesise behavioural data and performance insights
• Turn qualitative and quantitative insight into concrete pricing and packaging recommendations
• Build & Scale the Function:
  Hire and develop a team as our subscription strategy matures
• Define experimentation frameworks, decision principles, and commercial guardrails
• Act as the internal authority on subscription monetisation and proposition design

• 6–10+ years of experience in pricing, packaging, monetisation, commercial strategy, revenue ops, or product marketing
• Strong commercial and financial acumen, with experience analysing feature-level economics and track record of growing revenue
• Comfortable being hands-on in Excel — building models, scenarios, and business cases yourself
• Deep understanding of consumer subscription businesses
• Strong product sense and intuition for value proposition design
• Experience working inside or alongside product squads running experiments
• Confident influencing senior stakeholders
• Knowledge of the US financial market (consumer behaviour, regulation, pricing norms) preferred

• A…