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!
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As the Senior Monetization Manager, you will hold a key role in designing and building Trustpilot's monetization strategy, which underpins the company's revenue growth. This consists of evolving our core B2B proposition, 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. Additionally, an essential aspect of the position involves researching various monetization tactics that Trustpilot can adopt to enhance revenue or increase EBITDA margins. These will likely be net new areas of exploration for the company, and you will have end-to-end ownership of the project lifecycle: from the initial discovery phase, to presenting a case for change, to developing the go-to-market strategy, and tracking and measuring results after launch.
Some examples of projects you might be working on include:
- Launching a new professional services offering for our Enterprise clients - leading it from package design, customer interviews, monetisation strategy, go to market, improvements
- Repackage our product features to address a new market or segment
- Lead E2E GTM of upsell tactics (emails, in products experiences) to drive free to paid conversion rates
- Work on improving our PLG motion
A positive and investigative attitude will play a key role in this position, as you will occasionally be required to thoroughly examine different subjects and gather insights from various perspectives to identify potential avenues for development. Whilst focusing on long-term strategy development will be critical, the candidate who accomplishes objectives will also have a 'get it done' attitude with a willingness to consistently meet goals to deliver results, keeping the different 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.
What you'll be doing:
- Develop and optimize our core B2B proposition, to ensure our lineup of plans delivers on our customer needs and effectively addresses market demands
- Collaborate with Product and Product Marketing to define which new features to develop, and guide the decision on 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 & 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, recognised 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:
- Proficiency in delivering commercial initiatives that stand out within the company, ensuring ownership and accountability, and making a difference in financial performance.
- Experience in highly matrixed companies in pricing, monetization, or strategy & operations roles, with a demonstrated ability to manage work professionally in constantly evolving environments.
- Comprehensive stakeholder management skills including the ability to effectively persuade senior leaders in your day-to-day interactions.
- 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.)
- A pronounced sense of curiosity, inventive thinking, and proficiency in managing uncertainty to discover new avenues, as well as a sustained initiative to illustrate to others why these proposals deserve focus.
- Thorough analytical proficiency and economic insight: skilled at articulating strong business arguments.
What's in it for you:
- A range of flexible working options to dedicate time to what matters to you
- Attractive salary package and 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 interested to hear about your experiences as well as how you will contribute to our working culture. So, even if you believe you don't meet all the requirements, we'd still really like to hear from you!
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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.
Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religious beliefs, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.
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