Head of Monetisation Strategy in London

At Trustpilot, we are on an incredible journey. We are 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 have come a long way, there is 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 monetization efforts and longer-term roadmap, which underpins the company’s revenue growth. This consists of evolving our core B2B proposition working closely with our Product team, monetizing the plans and packages we sell to customers, and building new ancillary revenue streams by monetizing our platform’s network effects.

Your main goal will be the constant 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 bundle them in our packages, to optimize upgrade rates and revenue generation from new innovations.

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 them in deciding which products we should build next, and leading on how we should monetise, price, and package them. Critically, you will ensure that the products we build have a solid business case and will contribute to the growth of the company.

A curious and forward-thinking disposition is vital for excelling in this position, since you will often need to investigate various topics and curate different insights to uncover potential avenues. Whilst focusing on long-term strategy development will be critical, the capable candidate will also have a 'get it done' attitude with a readiness to effectively complete assignments to deliver results, keeping the different stakeholders accountable. This role is cross-functional in nature. You will 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.

What You’ll Be Doing

• Enhance and refine our foundational B2B offering to guarantee our array of plans meets customer expectations and stands out in the industry.
• Work together with Product and Product Marketing to identify which new features to develop, and guide the decision-making on how to effectively 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 & monetization models for Trustpilot, to increase our NRR.
• Support the Director of Pricing & Monetization in exploring net new ancillary revenue opportunities, from initial hypothesis to business cases and concept development, to end-to-end project delivery.
• Continuously track market dynamics, major industry happenings, recognized SaaS companies, and thought leaders to provide an external viewpoint that informs internal initiatives.
• 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.

Who You Are

• Capability to lead strategic commercial initiatives with significant internal visibility, ownership, and positive effect on financial outcomes.
• Experience in highly matrixed companies in pricing, monetization, or strategy & operations roles, with the ability to deliver efficiently in environments with planned changes and challenges.
• Familiarity with different pricing and subscription models across SaaS and B2B markets, with a deep understanding of how SaaS metrics work and are correlated (NRR, churn, rule of 40, etc.).
• Comprehensive stakeholder management skills including the ability to persuade senior leaders in your day-to-day interactions.
• High levels of curiosity, innovative thinking, and ability to cope with ambiguity to explore new opportunities, and a consistent approach to constantly pursue these opportunities, even in situations where you will need to convince everyone else of why your idea is worth pursuing.
• Proficient analytical skills and commercial acumen: comfortable creating compelling business cases.

What’s in it for you?

• A range of flexible working options to dedicate time to what matters to you.
• Competitive compensation package + bonus.
• 25 days holiday per year, increasing to 28 days after 2 years of employment.
• Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community.
• Rich learning and development opportunities are supported through the Trustpilot Academy and Blinkist.
• Pension and life insurance.
• Health cash plan, online GP, 24/7, Employee Assistance Plan.
• Full access to Headspace, a popular mindfulness app to promote positive mental health.
• Paid parental leave.
• Season ticket loan and a cycle-to-work scheme.
• Central office location complete with table tennis, a gaming corner, coffee bars and all the snacks and refreshments you can ask for.
• Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities, and team socials.
• Access to over 4,000 deals and discounts on things like travel, electronics, fashion, fitness, cinema discounts, and more.
• Independent financial advice and free standard professional mortgage broker advice.
• Talent acceleration programs: Fast-track your career with our tailored development programs designed to support growth at whatever stage of your career.

Still not sure? We want to be a part of creating a more diverse, equitable, and inclusive world of work for all. We’re excited to hear about your experiences as well as how you will contribute to our working culture. So, even if you don’t feel you meet all the requirements, we’d still really like to hear from you!

About Us

Trustpilot began in 2007 with a simple yet powerful idea that is more relevant today than ever: to be the universal symbol of trust, bringing consumers and businesses together through reviews. Trustpilot is open, independent, and impartial; we help consumers make the right choices and businesses to build trust, grow and improve. Today, we have more than 300 million reviews and 64 million monthly active users on average across the globe, with 140 billion annual Trustbox impressions, and the numbers keep growing. We have more than 1,000 employees and we’re headquartered in Copenhagen, with operations in Amsterdam, Denver, Edinburgh, Hamburg, London, Melbourne, Milan and New York. We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh; it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be the universal symbol of trust in an ever-changing world. With vibrant office locations worldwide and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas. Our purpose to help people and businesses help each other is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense. A successful Trustpilot future is driven by you; we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go. Join us at the heart of trust.