Monetisation & Pricing Lead

Location: London

Dept: Marketing

Weekly office requirement: 2 days per week

Employment type: Permanent

As our Monetisation & Pricing Lead you’ll:

You will own GWI's commercial architecture from the ground up — designing the pricing models, building the frameworks, and driving execution across the organisation to translate product innovation into scalable, defensible revenue.

You will design and optimize the core revenue levers of the business, including pricing and packaging strategy. You will be the connective tissue between what we build and how we sell it, ensuring pricing logic is embedded in the product from day one, and that Sales and Marketing have the clarity, tools, and narratives to communicate value compellingly to prospects, clients, and the market across every segment and motion.

This is a senior individual contributor position working closely across Product, Finance, Revenue, and Marketing with direct visibility to the Executive team and a genuine mandate to shape how GWI monetizes its next phase of growth.

What you’ll own:

Pricing Architecture & Model Design

• Own GWI’s pricing architecture across seat-based, consumption, and agentic models, and the hybrid structures that bridge them.
• Lead the evolution from legacy seat-based licensing toward value-aligned commercial structures, including credit-based, outcome-based, and tiered consumption approaches.
• Define and maintain pricing across all customer segments: Mid-Market, Majors, and Global Enterprise, with bespoke commercial frameworks where appropriate.
• Build and scenario-model the revenue impact of pricing and packaging decisions independently, without relying on Finance or Data teams.
• Pressure-test and land the business case for monetization changes at ELT level.

Agentic & Consumption Monetization

• Own the monetization strategy for GWI’s new agentic product, which will operate exclusively on a consumption-based model.
• Partner with Product from the earliest stages of development to ensure consumption logic, metering infrastructure, and commercial constraints are built in from the start.
• Define how consumption is metered, packaged, and tiered, including self-serve, and Enterprise consumption structures.
• Build the pricing rationale and commercial logic that makes the transition from seat-based to consumption-based feel coherent and value-aligned for existing customers.

Packaging, Merchandising & Segmentation

• Define the packaging architecture across all product lines: what goes in each tier, how bundles are structured, and how packaging evolves across the customer lifecycle.
• Own merchandising decisions incl. how products, tiers, and add-ons are presented and positioned at every commercial touchpoint.
• Ensure packaging coherence across PLG and SLG motions, and across unmanaged and managed account tiers.
• Design the commercial framework for partner and ecosystem distribution.

Lifecycle Conversion & Experimentation

• Define key conversion moments: trial-to-paid triggers, expansion signals, upsell and cross-sell logic across segments and motions.
• Design promotional and incentive strategies that accelerate conversion & usage without eroding long-term value.
• Run structured monetization experiments in partnership with Growth and Product.
• Build cohort-level analysis and optimisation as a core operating rhythm.

Commercial Enablement

• Build and own the pricing and packaging enablement programme for Sales so every commercial team can confidently articulate the value of seat-based, hybrid, consumption, and bespoke Enterprise models in any sales motion.
• Develop the tools, collateral, and training that make complex pricing structures simple to sell including objection handling, deal structuring guidance, and tier comparison frameworks.
• Partner with Marketing to ensure pricing positioning flows through to demand generation, product marketing, and customer communications coherently.

Internal Alignment & Commercial Decision-Making

• Own the process of landing pricing and packaging decisions across the org from initial problem framing through scenario modelling to ELT sign-off.
• Build the internal frameworks and documentation that give Finance, Revenue, and Product a shared language for commercial decisions.

What do I need to bring with me?

• Significant B2B SaaS experience in pricing, packaging, or monetization including seat-based, hybrid, consumption, and bespoke Enterprise structures.
• Direct experience designing and launching consumption-based pricing ideally including credit, token, or usage-metered models.
• Proven track record working across PLG and SLG motions and navigating hybrid GTM complexity.
• Experience designing packaging and merchandising across multiple product lines and customer segments.
• Ability to independently build and interrogate revenue scenario models simulating the impact of pricing changes, packaging decisions, and conversion interventions.
• A track record of building and delivering sales and marketing enablement programmes around complex commercial structures.
• Experience embedding monetization thinking into product development cycles working with Engineering and Product before roadmap items are scoped.
• Hands-on experience with billing platforms (Stripe, Chargebee, or Zuora), CPQ, and revenue tooling.
• Real experimentation capability: A/B testing, cohort analysis, conversion funnel diagnostics.
• Energised by ambiguity — this is a build role, not a playbook role.

Why Join Us

• Architect pricing for an AI-native platform at the moment when that problem is genuinely unsolved across the industry.
• Own strategy end-to-end across multiple models incl. seat-based, hybrid, and the exclusively consumption-based agentic layer.
• Work at the intersection of Product, Revenue, and Marketing with direct ELT visibility.