We are hiring a Director of Pricing and Monetization to build Rightsline's pricing discipline from the ground up. You will own portfolio-wide pricing and packaging strategy across Rights, Royalties, Financials, and Platform; the monetization model for our AI product line; the pricing model for product relaunches, legacy migrations, and the expansion motion inside our installed base. This is a senior individual-contributor role at launch, with the opportunity to grow a small function as the discipline proves out. You will partner directly with the CPO, CFO, CRO, and the Board, and you will be one of the leaders Hg looks to for confidence that pricing is compounding into commercial results.
What You Will Own
Lead the Pricing Discipline
• Own the enterprise-wide pricing and packaging architecture across the four Product Pillars: Rights, Royalties, Financials, and Platform. Tier definitions, value metrics, feature gating, bundle logic, add-on structure.
• Design the pricing model that composes across any combination of the following: platform services, Product Areas, and individual product lines. Decide where platform-fee, suite bundle, tier-plus-add-on, à la carte, and usage-based apply, and how they compose.
• Set the principles, guardrails, and value-based frameworks that govern the portfolio. Cross-pillar coherence is your job; feature-level packaging inside a pillar sits with the PMs, informed by your framework.
• Run the Pricing Committee cadence with the CPO, CFO, and CRO: quarterly tactical reviews, annual strategic reviews, monthly pricing pulse.
AI Monetization & Product Relaunch Pricing
• Design the monetization model for Rightsline's AI product line across all tiers: Assistants, Agents, and MCP / Platform. Standardize the attach motion, value metric, and bundle math across the AI product surface.
• Own the transition from seat-based subscription to usage-based and outcome-based pricing where the product warrants it. You will be the primary change agent for taking Rightsline from traditional SaaS pricing to AI-first monetization without breaking customer trust.
• Own the pricing model for the meaningful set of Rightsline products that shipped without a formal pricing framework and are being relaunched with methodology behind them for the first time. Value metric, packaging, and price point are your call, alongside product leaders and GTM. Set the relaunch sequence and land pricing alongside the product in market - not months after.
Legacy Migration Monetization
• Own the pricing model for the migration of customers off acquired and legacy products onto Rightsline's unified platform: packaging structure, grandfathering policy, uplift rails, cohort transition pricing, migration incentives.
• Co-accountable with Product Management leaders and cross-functional counterparts in CS, Sales, and Finance on the migration execution. You own the model; product leaders own the product path; CS and Sales own the customer conversation.
• Model revenue, margin, and churn impact of migration pricing decisions across customer segments. Bring the analysis to the ELT and the Board with a clear recommendation.
Expansion Pricing in the Installed Base
• The single largest commercial opportunity in front of Rightsline is expansion within the current customer base. This seat owns the pricing model behind that motion.
• Design the pricing and packaging shape for cross-sell of new pillars and AI products into existing accounts, upsell into deeper adoption within a pillar, and attach-rate strategy for the AI product line into the installed base.
• Partner directly with the VP AM, VP CS, and other Sales leaders on cross-sell packaging that lowers friction on the adjacent buy, upsell uplift bands and expansion triggers, renewal pricing strategy, and at-risk cohort pricing plays.
• Own the pricing side of the base-growth motion end-to-end. Expansion ARR is a directly measurable outcome of the seat.
Pricing Research, Competitive Intelligence & Investment Gate
• Build Rightsline's pricing research methodology from scratch: willingness-to-pay studies, conjoint analysis, value-metric design, and value-based pricing frameworks applied to the in-flight portfolio.
• Deliver the first willingness-to-pay study on Rightsline's AI product line as a Year-1 commitment. Use the findings to move real pricing decisions.
• Build and maintain competitive pricing intelligence against the peer set that matters - enterprise incumbents, verticalized challengers, and emerging AI-native entrants across rights, royalties, and IP commerce. Feed AE, AM, and Client Expansion talk tracks with what the market is actually charging.
• Pricing input on every new product-investment case before it is approved. Monetization viability becomes a scoring dimension in the PDLC.
• Partner with the CPO and Product Management leaders on portfolio investment sequencing where pricing shape changes the answer.
Cross-Functional Leadership, Deal Desk & Board Visibility
• Partner with Finance on the design for discount governance: band policy, exception frameworks, escalation guardrails. Deal desk operations sit within Finance.
• Provide executive-level pricing support on complex, high-impact, or non-standard deals.
• Partner directly with the CRO on new-logo pricing motion, with Product Management leadership on how pricing shape informs roadmap sequencing, and with the CFO on operating-plan-aligned pricing performance inputs aligned to ARR, NRR, gross margin, and Hg's EBITDA targets.
• Author pricing diligence and integration theses on M&A targets. Shepherd them through diligence with the CPO, CFO, and other counterparties as needed. Own pricing harmonization strategy for acquisitions that close.
• Deliver the first annual Rightsline pricing benchmark, built to be board-ready: internal performance against a peer set, AI monetization progress, product relaunch and migration pricing progress, expansion pricing performance, competitive position, etc.
• Present to the ELT, Hg, and the Rightsline Board on pricing strategy and the commercial impact of the seat. Own the pricing narrative in board materials.
What You Will Bring
• 10+ years in pricing or monetization strategy, with the majority in Enterprise B2B SaaS. Consulting background is a plus if paired with meaningful in-house SaaS pricing time.
• Demonstrated ownership from design through pricing decisions that moved a real number.
• Experience designing value metrics and packaging architecture for a multi-product or multi-segment portfolio.
• Direct experience with usage-based and outcome-based AI pricing models.
• Experience running or contributing to pricing on customer migrations off legacy or acquired products onto a unified platform. Comfortable with the commercial, technical, and change-management shape of that work.
• Direct experience preparing and defending pricing recommendations to a formal committee, an ELT, and a Board or PE investor set.
• A track record of building a pricing function where none existed: methodology, cadence, governance, analytical bench, competitive intelligence process. Not administering a mature function someone else built.
• You operate with urgency. Rightsline is PE-backed with pricing on the critical path for valuation. The pace is fast, the decisions are consequential, and the window to establish the discipline is 2027. You bring the energy for that, not just tolerance of it.
• Excellent written and verbal communication. You can frame a value-metric strategy for the CFO, a packaging trade-off for an AE, and a monetization thesis for the Board in the same afternoon.
• Directness paired with real care for people. You hold a pricing line under pressure without eroding the working relationships with the people on the other side of the table.
• Comfort with pace and ambiguity. Rightsline is a PE-backed enterprise SaaS company mid-transformation; you are steady when priorities evolve with new learning.
How We'll Know You Are the One
• You treat pricing as a product discipline, not an afterthought. You bring the same rigor to a value-metric framework that a great PM brings to a roadmap.
• You are AI-native, not AI-curious. You have a defended point of view on where AI monetization is actually headed and you use modern AI tooling in your own work.
• You have built a pricing function from an early stage before. You know what to invest in first, what to defer, and what to fence off.
• You can hold the room with the CFO on margin, with the CRO on deal shape, with the CPO on product packaging, and with the Board on strategy - adjusting the framing for each without changing the substance.
• You are close to customers as a habit. You do not delegate willingness-to-pay work; you carry a personal cadence of customer conversations and teach the discipline by example.
• You would rather own monetization end-to-end than manage an approval queue.
What We Offer
• Significant impact: Direct influence over how Rightsline captures value from the transformation ahead
• Executive visibility: Close partnership with C-suite leadership and the Board
• Growth opportunity: Own the first dedicated pricing function at Rightsline and shape the team that grows around it
• Collaborative culture: Work with smart, ambitious cross-functional teams
• Competitive compensation and benefits package
