Cleartax - Head - Pricing & Monetization

Head - Pricing & Monetization

Over the next 2 years, help build long term pricing and packaging strategy for all of Clear products targeting Enterprises, SMEs and CAs. This person will build a team of pricing experts who will craft new business models, define monetization strategies for new offerings, optimize packaging & pricing for existing offers, and develop global processes to ensure successful pricing execution.

Outcomes :

- In the next 12 - 24 months, deliver a 3-4x jump in overall ASP/ACV (Average Selling Price, Average Contract Value) of Clear products and suites for different customer segments - Large Enterprises, SMBs and Tax Experts

- Build and execute the right pricing strategy/ framework for all new products that will be launched in the market over next 2 years (e.g. Max ITC, TDS)

- Develop and implement the pricing strategy for all type of deals - new acquisitions, renewals, upsell and cross sell deals

- Roll out and ensure adherence to a consistent discounting policy that will bring down the average discounting of rack rate from xx% to yy%

- Build out a team of 3-4 pricing experts that will collaborate with rest of organization and improve overall monetization of Clear products and capabilities

Responsibilities :

- Lead the pricing and packaging team that drives the monetization strategy for the business

- Set vision, prioritization, and roadmap for global pricing initiatives, including pricing models and process improvements

- Partner with product leadership to identify/prioritize products & features to be packaged and priced.

- Jointly develop business cases with Sales and GTM teams to evaluate new routes, offers and packages to market to drive growth

- Pricing improvement initiatives: develop plans to optimize our pricing for existing offerings as well as to expand our portfolio

- Design analysis to draw conclusions from product and feature usage patterns

- Develop and gather market and industry information to identify trends and changes that can be integrated into the product planning, business strategy, and pricing activities.

- Persuasively communicate your findings and recommendations to senior leadership through clear presentations and mastery of the qualitative factors that complement your analyses

- Solicit strategy input from internal partners, including product managers, product marketing, Account Executives, Sales Engineers, and customer service and professional services groups

Preferred Skills:

- MBA with 8+ years working experience, or Bachelors with 10+ years experience, preferably in management consulting, investment banking, corporate strategy, pricing/product strategy, or product management

- Prior Enterprise software GTM Strategy and Pricing experience is preferred

- Expert proficiency with MS Excel and experience with large data sets and supporting tools/languages, e.g. Salesforce Reporting/Dashboards

Required Skills / Experience:

- SaaS business knowledge with the ability to understand and model the trade-offs of pricing and packaging decisions.

- Ability to leverage data to inform decision making, particularly by building decision models to evaluate trade-offs

- Strong problem solving and time management skills

- Excellent verbal and written communication skills; ability to communicate effectively with different levels of management. Intellectually curious, creative problem-solver who loves to tackle complex challenges

- Proven track record of working and excelling in high-pressure environments

- Willingness to operate at both highly strategic and tactical levels. Ability to drive projects and meet deadlines. Passion for every aspect of the job, and a desire to progressively take on more responsibility.

- Ability to 'wear multiple hats and be effective in a startup organization

Sample Profile:

https://www.linkedin.com/in/kumarvignesh/