Director, Pricing and Monetization

Rightsline is building the AI-native platform for IP commerce. We are transforming rights, royalties, and finance software from a modern system of record into an agentic product model; migrating customers off legacy acquired products onto a unified platform; and rebuilding our operating rhythm around builders who ship products end-to-end with AI as a native part of the craft. Pricing is central to this transformation, and the discipline is currently undefined.
We are hiring a Director of Pricing and Monetization to establish this discipline from the ground up. This senior individual contributor will own portfolio-wide pricing and packaging across Rights, Royalties, Financials, and Platform; AI monetization; relaunch and legacy migration pricing; and expansion pricing for the installed base. The role may grow into a small function as the discipline proves out and partners directly with the CPO, CFO, CRO, executive leadership, Hg, and the Board.
Mission & Impact
Build a value-based, ROI-anchored pricing discipline that turns customer value into decisions the business can execute. The executive team is committed to the initiative; the CPO currently owns pricing, while the CFO and CRO are building the deal desk, RevOps, and commercial forums. Success begins with proving customer ROI per deal, product, and expansion motion, and extends to sustainable ARR, NRR, margin, and profitable growth across highly negotiated, high-ACV enterprise contracts.
What You Will OwnLead the Pricing Discipline
• Own enterprise-wide pricing and packaging architecture for Rights, Royalties, Financials, and Platform, including tiers, value metrics, feature gating, bundles, and add-ons.
• Design composable pricing across platform services, Product Areas, and product lines, determining where platform fees, suite bundles, tiers plus add-ons, à la carte, and usage pricing apply.
• Set cross-pillar principles, guardrails, and value-based frameworks; Product Managers own feature-level packaging within pillars using that framework.
• Run the Pricing Committee with the CPO, CFO, and CRO: monthly pricing pulses, quarterly tactical reviews, and annual strategic reviews.
AI Monetization & Product Relaunch Pricing
• Design AI pricing across Assistants, Agents, and MCP / Platform; standardize the attach motion, value metrics, and bundle economics.
• Lead the transition from seat-based subscriptions to usage- and outcome-based pricing where warranted, protecting customer trust.
• Own pricing for products being relaunched after shipping without a formal framework, including value metrics, packaging, price points, launch sequencing, and coordinated market introduction with Product and GTM.
Legacy Migration Monetization
• Own migration pricing from acquired and legacy products to the unified platform, including grandfathering, uplift guardrails, cohort transitions, and incentives.
• Co-own execution with Product, Customer Success, Sales, and Finance: you own the pricing model, Product owns the product path, and CS/Sales own customer conversations.
• Model revenue, margin, and churn effects across customer segments and bring clear recommendations to the ELT and Board.
Expansion Pricing in the Installed Base
• Build the pricing model behind Rightsline’s largest growth opportunity: expansion among current customers.
• Design cross-sell packaging across pillars and AI products, upsell paths within pillars, and AI attach-rate strategy.
• Partner with VP Account Management, VP Customer Success, and Sales leadership on friction-reducing packaging, uplift bands, expansion triggers, renewal pricing, and at-risk cohort plays.
• Own the pricing dimension of base growth end-to-end, with expansion ARR as a measurable result.
Pricing Research, Competitive Intelligence & Investment Gate
• Build willingness-to-pay, conjoint analysis, value-metric research, and customer-level value-based pricing methodology.
• Deliver the first AI product-line willingness-to-pay study in Year 1 and apply its findings to actual pricing decisions.
• Maintain pricing intelligence on enterprise incumbents, vertical challengers, and AI-native competitors; inform AE, AM, and client expansion messaging.
• Introduce monetization viability as an investment-gate criterion in the product development lifecycle (PDLC).
• Advise the CPO and Product leadership on investment sequencing when pricing economics affect the decision.
Cross-Functional Leadership, Deal Desk & Board Visibility
• Partner with Finance on discount bands, exceptions, and escalation guardrails, while Finance operates the deal desk.
• Support complex, strategic, or non-standard transactions at the executive level.
• Align new-logo pricing with the CRO, portfolio and roadmap trade-offs with Product, and pricing performance with the CFO’s ARR, NRR, gross margin, and Hg EBITDA objectives.
• Author M&A pricing diligence and integration recommendations and own post-acquisition pricing harmonization strategy.
• Deliver an annual board-ready pricing benchmark covering peers, AI monetization, relaunches, migrations, expansion, and competitive position.
• Present pricing strategy and commercial results to the ELT, Hg, and Rightsline Board; own the pricing narrative in board materials.
What You Will Bring
• 10+ years in pricing or monetization strategy, primarily within enterprise B2B SaaS; consulting experience is welcome when paired with meaningful in-house SaaS pricing ownership.
• Proven end-to-end ownership of pricing design and decisions that materially improved measurable commercial results.
• Experience creating value metrics and packaging architectures for multi-product or multi-segment portfolios.
• Direct experience with usage-based and outcome-based AI monetization.
• Experience pricing migrations from acquired or legacy products to a unified platform, including commercial and change-management complexity.
• Experience presenting and defending pricing recommendations to committees, executive leadership, boards, or private equity investors.
• A demonstrated record of building a pricing function from scratch—methodology, cadence, governance, analytics, and competitive intelligence.
• Urgency and comfort with a fast-moving, PE-backed environment, with 2027 as the window to establish this discipline.
• Excellent communication: able to explain pricing to the CFO, product packaging to an AE, and monetization strategy to the Board.
• Directness, empathy, and the ability to maintain relationships while holding pricing boundaries.
• Comfort operating through change and ambiguity in a transforming enterprise SaaS company.
How We’ll Know You Are the One
• You treat pricing as a product discipline, applying the same rigor to value metrics that a great PM applies to roadmaps.
• You are AI-native and have a well-supported view of where AI monetization is headed; you use modern AI tools in your own work.
• You have established a pricing function early and know what to build first, defer, and protect.
• You can engage the CFO on margin, CRO on deal structure, CPO on packaging, and Board on strategy without changing the underlying argument.
• You personally engage customers and lead willingness-to-pay conversations rather than delegating all research.
• You prefer owning monetization end-to-end over managing an approvals queue.
What We Offer
• Significant impact: shape how Rightsline captures value through its transformation.
• Executive visibility: partner closely with the C-suite and Board.
• Growth opportunity: establish the first dedicated pricing function and help shape its future team.
• Collaborative culture: work with ambitious cross-functional colleagues.
• Competitive compensation and benefits package.

Work arrangement
Yes