The RoleRogo is in the middle of a meaningful commercial transition. We are moving from a traditional seat-based model toward consumption-based pricing, and our enterprise deals are growing in size, complexity, and strategic importance. We need someone to own how we think about monetization, structure the deals that drive our growth, and build the commercial reporting infrastructure that keeps leadership and the business accountable to the transition.
This role sits at the intersection of pricing strategy, deal execution, and commercialization data. You will work closely with Sales, Product, Finance, and Legal to ensure Rogo prices its product well, structures deals that hold up, and closes enterprise opportunities efficiently. You will report to our Director of Sales Operations and partner directly with senior leadership on monetization strategy.
What You Will OwnPricing and Packaging- Own Rogo's monetization strategy including our tier architecture, enterprise license structures, and credit-based pricing model.
- Lead the operational execution of our transition to consumption-based pricing, including customer segmentation, milestone tracking, and commercial guardrails.
- Partner with Product and Finance to evolve pricing as our platform and customer base scales.
Commercial Strategy and Revenue Architecture- Partner with Sales and senior leadership to design commercial constructs that drive expansion within strategic accounts, with a specific focus on accelerating wall-to-wall adoption at bulge bracket and tier-one banks.
- Identify structural barriers to expansion across a bank's business lines, desks, and geographies, and develop pricing, packaging, or contract mechanisms to remove them.
- Design pilot and land structures that create natural commercial pull toward enterprise: credit allocations, usage thresholds, expansion triggers, and ELA terms that make consolidation difficult and growth the path of least resistance.
- Bring a creative, revenue-oriented perspective to how deals are shaped upstream, before they reach the deal desk, so that structure accelerates closes rather than complicating them.
- Develop a point of view on how consumption-based pricing can be used as an expansion lever within accounts, not just a billing mechanism, and translate that into commercial playbooks for the Sales team.
Deal Desk and Deal Structuring- Structure and approve non-standard enterprise deals including custom credit bundles, multi-year agreements, and complex ELA constructs.
- Define and enforce deal guardrails including discount approval tiers, minimum ARR thresholds, and margin floors.
- Own the commercial approval workflow end-to-end, reducing deal cycle time by creating clarity and speed at every handoff across Sales, Legal, Finance, and Product.
- Serve as the commercial authority on high-stakes deals, including saves, competitive situations, and strategic account expansions.
Commercialization Data and Reporting- Own all monetization reporting including bi-weekly consumption transition reports, credit utilization by customer, ARR mix analysis, and pricing execution by rep and segment.
- Track and publish deal quality metrics including discount rates, attach rates, and average contract structure across segments.
- Build the reporting infrastructure that gives leadership a clear, real-time view of how the business is monetizing.
- Translate commercial data into actionable insights that feed back into pricing strategy and sales motion.
Systems and Cross-functional Partnership- Serve as the primary business owner for our CPQ and billing systems.
- Partner with RevOps on compensation plan alignment to consumption-based incentives.
- Identify and surface commercial risks in the renewal pipeline including credit underutilization and at-risk enterprise agreements.
What We Are Looking For- 5 to 8 years of experience in deal desk, revenue operations, pricing strategy, or a related commercial function at a B2B SaaS or financial technology company.
- Direct experience structuring and approving complex enterprise software deals.
- Familiarity with consumption-based or usage-based pricing models and the operational complexity of transitioning to them.
- Ability to translate complex commercial constructs into clear, winning narratives for customers.
- Strong analytical skills with the ability to build and own commercial reporting from scratch.
- High judgment in ambiguous situations, with the ability to push back on Sales when deal structure does not hold up.
- Comfort operating at the intersection of Sales, Product, Finance, and Legal without needing a lot of direction.
- Experience with Salesforce and an understanding of how CRM data connects to commercial reporting.
- A track record of not just governing deals but actively shaping commercial strategy that accelerated revenue, ideally including experience driving expansion within large, complex enterprise accounts.
- Financial services industry familiarity is a plus but not required.
Who You Are- You thrive in fast-paced environments. You are high-intensity and care a lot about what you do, and you're ecstatic to work at a startup.
- You are ambitious. You have fun solving problems that others think are impossible.
- You are curious. You find joy in learning about AI, technology, and finance.
- You are an owner. You are autonomous, self-directed, and comfortable working with ambiguity.
- You are collaborative, organized, thoughtful, and kind.
