Staff Monetization and Pricing Strategist

US Salary: $175,000 - $215,000
About Us

Bonterra exists to propel every doer of good to their peak impact. We measure that impact against our vision to increase the giving rate as a percentage of GDP from 2% to 3% by 2033. We know that this goal is lofty, but we are confident that the right technology and expertise will strengthen trust in the sector, allowing the social good industry to accelerate growth and reach peak impact. Bonterra 's differentiated, end-to-end solutions collectively support a unique network of over 20,000 customers, including over 16,000 nonprofit organizations and over 50 percent of Fortune 100 companies. Learn more at bonterratech.com.
About the Role

We are seeking a Staff Monetization and Pricing Strategist to build Bonterra 's first dedicated pricing function. This is a senior individual-contributor role (no direct reports at launch), and you'll own the discipline end to end: willingness-to-pay research, value metric design, packaging architecture, and AI pricing methodologies across a SaaS product portfolio and a fast-growing AI product line.

You won't simply be inheriting a pre-built function to maintain or administrate. You're coming in to assess what's already there, decide what to keep and what to rebuild, then stand up the strategy and cadence from the ground up. You will partner closely with senior leaders across Bonterra to get a baseline of current SaaS product and AI financial metrics, assess the Pricing Committee and governance structure, and align our pricing strategy to the annual operating plan goals for 2027 and beyond.

You'll be the first hire into a new pricing function, reporting directly to the CPO, who has direct experience with pricing strategy from PwC, startups, and PE software companies. You won't be evangelizing pricing discipline into a skeptical org, and you won't be handed a playbook to simply execute either. You're stepping into an executive room that's already bought into the importance of this work, and you'll have full latitude to shape what comes next. You own the strategy, the governance model, and the cadence going forward, not just the execution of decisions someone else already made. You will have investments in the proper tools to succeed.
In this role, you will:

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Own willingness-to-pay research and value metric design for Bonterra Que (our AI-powered product suite that turns a customer's own fragmented data into actionable insights and recommendations, and a fast-growing part of our business) and for the broader product portfolio (Case Management, Fundraising Solutions, Fundraising Experiences, Corporate Social Responsibility, and Payments).

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Build the pricing research methodology at Bonterra : conjoint analysis, Van Westendorp, and value-based pricing frameworks applied to a real, in-flight portfolio, not a greenfield exercise. We will then turn the findings into actionable decisions for our products.

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Design packaging architecture including tier definitions, feature gating, bundle logic for current products as well as new Que AI skills coming to market.

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Build and maintain competitive pricing intelligence against key competitors in the market, while also pulling from new approaches to AI pricing from high growth AI companies out of market.

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Deliver the first annual pricing benchmark study for Bonterra , based on internal performance against a SaaS peer set, built to be board-ready.

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Provide a pricing input on every new product investment proposal before it's approved, making revenue forecast projections a scored dimension within our business case structure.

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Partner directly with the CPO on Pricing Committee strategic reviews and represent pricing methodology at a senior level across Product, Finance, and Commercial.

Responsibilities
Pricing Strategy & Research

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Own willingness-to-pay studies for new SKUs, packaging changes, and Que monetization, starting with the Que willingness-to-pay study targeted for this year.

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