Basic Function
The GTM Monetization and Pricing Strategist helps shape how Lumin brings its products, capabilities, and services to market through thoughtful monetization strategy, commercial design, and cross-functional alignment. This role partners across Product, Finance, Operations, Sales, Marketing and GTM leadership to develop and refine pricing and packaging approaches that reflect customer value, market dynamics, implementation realities, and financial objectives.
The role serves as connective tissue across the organization, translating product and market inputs into scalable commercial frameworks that improve win rate, commercial predictability, and customer experience. This includes helping define monetization approaches across different segments, use cases, and buying contexts, while ensuring those approaches can be operationalized effectively through GTM processes, systems, and governance.
Essential Functions and Responsibilities:
Help define and evolve monetization strategies for Lumin’s products, capabilities, and service offerings, including pricing structures, packaging approaches, commercial constructs, and offer design.
Partner cross-functionally with Product, Finance, Operations, Product Marketing, Sales, Sales Consultants/Support and GTM Systems & Intelligence to align monetization strategies with product value, margin objectives, delivery realities, and market opportunity.
Support the development of governance frameworks, decision models, and cross-functional processes that guide pricing and monetization decisions across go-to-market motions.
Drive & enable deal performance analysis, discounting behavior, commercial trends, realized outcomes, and market dynamics to identify opportunities to improve monetization effectiveness, consistency, and commercial predictability.
Incorporate inputs such as market segmentation, ICP considerations, buyer context, implementation complexity, market intelligence and route-to-market factors into monetization strategy recommendations.
Help identify where differentiated monetization approaches may be needed across customer segments, product capabilities, deal structures, and commercial motions.
Partner with GTM Systems & Intelligence, Operations and Finance stakeholders to improve visibility into monetization outcomes and establish a stronger feedback loop between strategy, execution, and performance.
Support operational readiness for new or evolving pricing, packaging, and commercial constructs through documentation, alignment, and stakeholder communication.
Help ensure commercial approaches can be effectively operationalized within GTM workflows, systems, handoffs, and governance processes.
Perform other duties as assigned.
Physical Demands:
While performing the duties of this Job, the employee is regularly required to sit; use hands to type, handle, or feel and talk or hear
Specific vision abilities required by this job include close vision
Ability to occasionally lift/move up to 25 pounds
Individuals with a disability who are otherwise able to perform the essential functions of the job may request reasonable accommodation through the Human Resources department.
Position Specifications
Education:
Bachelor’s degree in Business, Strategy, Marketing, Finance, Economics, Operations, or a related discipline; or equivalent combination of education and experience.
Advanced coursework or certifications in pricing, product marketing, strategy, finance, or commercialization are a plus.
Experience:
At least 5 years of experience in B2B go-to-market strategy, monetization, pricing, commercialization, product marketing, revenue operations, management consulting, or related functions.
Experience working in cross-functional environments where Product, Finance, Delivery, Sales, and Marketing must align around commercial decisions.
Experience supporting or shaping pricing strategy, packaging, offer design, commercialization, or related strategic initiatives in a B2B environment.
Familiarity with long, complex, high-value sales motions and the commercial dynamics that come with them.
Experience in B2B SaaS, fintech, and/or similarly complex recurring-revenue business models is preferred.
Demonstrated experience using AI tools (e.g., Claude, ChatGPT, or similar) to enhance productivity, accelerate analysis, or support strategic work.
Knowledge, Skills, & Abilities:
Strong strategic thinking and structured problem-solving skills with the ability to connect market context, customer value, operational realities, and financial implications.
Strong commercial instincts and ability to evaluate how products and capabilities should be positioned and monetized in market.
Ability to work effectively across functions and navigate ambiguity, competing priorities, and evolving organizational dynamics.
Strong communication, facilitation, and stakeholder alignment skills, with the ability to translate complex concepts into practical decisions.
Comfort working with data and analytics to inform strategy, assess outcomes, and guide recommendations.
Understanding of B2B go-to-market motions, segmentation concepts, offer design, packaging, and commercialization dynamics.
High level of judgment, curiosity, pragmatism, and business acumen.
Familiarity with CRM, CPQ, BI/reporting, and other commercial systems is helpful but not required.
Travel:
Minimal, generally 12 days or less per year, ~2X team get togethers a year