[Hiring] Director of Pricing & Monetization @Blue J

Role Description

The Director of Pricing & Monetization will lead pricing and packaging analysis and recommendations at Blue J. You'll explore the questions that shape our commercial strategy:

• Who are our customers, and how do their needs differ?
• How do they get value from Blue J, and how should our pricing reflect it?
• How should our offering evolve as our product portfolio and customer base expand?

You will collaborate with Finance, Product, Sales, Customer Success, Marketing, and Revenue Operations, and regularly present recommendations to the executive team. You will draw on experience in finance, FP&A, or a related analytical field to turn complex data into clear, actionable recommendations. You will build models, conduct analysis, and communicate findings to stakeholders with different perspectives and priorities, helping the team reach decisions and bring pricing and packaging changes to market.

Qualifications

• 7+ years of experience in pricing, monetization, FP&A, strategic finance, or revenue strategy, ideally within B2B SaaS.
• Experience analyzing, recommending, and implementing pricing or packaging changes.
• Deep analytical and financial modeling skills, with a strong command of SaaS metrics and subscription economics (ARR, NRR, churn, CAC, LTV, gross margin).
• Experience with a range of pricing models, such as seat-based, usage- or consumption-based, value-based, and hybrid approaches.
• Comfort working directly with large datasets; proficiency in SQL and advanced spreadsheet modeling; experience with AI and BI tools.
• Ability to communicate findings and recommendations clearly in presentations and written communication, and collaborate with executives and teams across Blue J to reach decisions.
• Ability to evaluate commercial decisions by considering customer value, growth, and long-term strategy.
• Comfort operating autonomously in a fast-moving, high-growth environment where processes are still being built.
• Comfortable leveraging AI tools and emerging technologies to drive efficiency, improve workflows, and stay ahead of industry trends.

Requirements

• Lead analysis and develop recommendations for Blue J’s pricing and packaging structure, including plans, tiers, bundles, and add-ons.
• Evaluate how our pricing model can evolve as we launch new products and capabilities and serve a broader range of customer segments.
• Identify value metrics that align what customers pay with the value they receive.
• Develop principles and guidelines for discounting, promotions, renewals, and price changes.
• Build and maintain a prioritized monetization roadmap in partnership with GTM and Product leadership.
• Build business cases and financial models to assess how pricing and packaging changes affect acquisition, conversion, expansion, retention, and customer lifetime value.
• Partner with Finance on revenue forecasting and scenario planning related to pricing decisions.
• Analyze deal, usage, and customer data to understand willingness to pay, actual prices paid, and discounting patterns.
• Measure the impact of pricing initiatives on annual recurring revenue (ARR) and margins, and share results with leadership.
• Develop segmentation frameworks based on customer needs, behaviours, and willingness to pay.
• Conduct qualitative and quantitative research, including customer interviews, surveys, win/loss analysis, and churn analysis, to test pricing assumptions.
• Monitor competitive pricing and SaaS and AI monetization trends, identifying developments relevant to Blue J’s strategy.
• Design pricing and packaging experiments with clear hypotheses, success measures, and safeguards for customer trust and retention.
• Collaborate with relevant teams to implement approved changes across configure, price, quote (CPQ) systems, billing, and reporting.
• Develop rollout and transition plans for new and existing customers, and provide training and resources for Sales and Customer Success.
• Establish post-launch measurement plans and refine approaches based on results and feedback.
• Establish a regular process for pricing reviews and decisions, with clear responsibilities across Finance, Product, and GTM.
• Present recommendations to executive leadership, clearly explaining the supporting evidence, trade-offs, and potential impacts.
• Advise Sales and Customer Success leadership on deal structures and pricing questions.

Benefits

• A rare opportunity to own the pricing and monetization strategy at a fast-growing, well-funded AI company at a pivotal stage of its growth.
• A mission-driven culture where your work directly advances clarity, efficiency, and accessibility in tax research.
• Competitive base salary, stock options, and benefits designed to support you and your family.
• Flexibility in how you work primarily remote, with occasional travel to our Toronto office and conferences as needed.
• A collaborative, ambitious, and supportive team that values innovation, respect, and fun.
• The excitement of a fast-growing, well-funded company with clear momentum, and the resources to back bold initiatives.