Senior Manager, Deal Strategy & Monetization

About the Role

Rogo is at a pivotal inflection point, transitioning from a traditional seat-based pricing model to a consumption-based billing framework. This evolution is central to our mission of transforming global finance by delivering unparalleled speed, accuracy, and insight to the world's top investment banks, private equity funds, and investment firms. The Senior Manager, Deal Strategy & Monetization role is critical to this transformation. You will architect the commercial engine that powers our growth, ensuring our pricing, packaging, and deal structures are optimized for a consumption-based future. This position requires a strategic thinker who can own the entire commercial lifecycle - from initial deal architecture to final monetization reporting - partnering with Sales, Product, Finance, and Legal to define how value is captured, expanded, and measured across our most strategic financial institution relationships.

What You'll Do

Your primary responsibility is to own Rogo's monetization strategy and its operational execution. This involves designing a robust tier architecture, enterprise license structures, and a credit-based pricing model that aligns with our shift to consumption-based billing. You will lead the transition by defining customer segmentation, milestone tracking, and establishing commercial guardrails that protect our margins while driving adoption.

You will be the commercial strategist for our Sales teams, partnering with senior leadership to design constructs that drive wall-to-wall adoption within bulge bracket and tier-one banks. This includes identifying and removing structural barriers to expansion across business lines, desks, and geographies. You will architect pilot and land structures utilizing credit allocations, usage thresholds, and expansion triggers to make consolidation the path of least resistance and growth the natural outcome. A key focus will be shaping deals upstream with a revenue-oriented perspective, ensuring deal structures accelerate closes rather than complicate workflows for the deal desk. You will develop a point of view on how consumption-based pricing can function as a strategic expansion lever, translating this into actionable commercial playbooks for Sales.

The role also encompasses deal desk ownership. You will structure and approve non-standard enterprise deals, including custom credit bundles, multi-year agreements, and complex Enterprise License Agreement (ELA) constructs. This includes defining and enforcing guardrails such as discount approval tiers, minimum ARR thresholds, and margin floors. You will own the end-to-end commercial approval workflow, reducing cycle time by creating clarity and speed across Sales, Legal, Finance, and Product. You will serve as the commercial authority on high-stakes deals, including saves, competitive situations, and strategic account expansions.

Commercialization data and reporting are central to this role. You will own all monetization reporting, including bi-weekly consumption transition reports, credit utilization by customer, ARR mix analysis, and pricing execution by rep and segment. You will track and publish key deal quality metrics such as discount rates, attach rates, and average contract structure across segments. The goal is to build the reporting infrastructure that provides leadership with a clear, real-time view of how the business is monetizing, translating this data into actionable insights that feed back into pricing strategy and sales motion.

Finally, you will be the primary business owner for our CPQ and billing systems. This involves partnering with RevOps to ensure compensation plan alignment with consumption-based incentives and identifying and surfacing commercial risks in the renewal pipeline, such as credit underutilization and at-risk enterprise agreements.

Requirements

To succeed in this role, you must bring 5 to 8 years of relevant experience in deal desk, revenue operations, pricing strategy, or a related commercial function within a B2B SaaS or financial technology company. This experience must include direct exposure to structuring enterprise deals in financial services or private equity environments, with a strong understanding of credit, billing, and multi-year agreements.

You must demonstrate the ability to lead complex cross-functional initiatives involving Sales, Finance, Legal, and Product within fast-paced, high-stakes settings. Strong analytical skills are essential to translate complex commercial data into clear insights and recommendations for senior leadership. Exceptional written and verbal communication skills are required to influence stakeholders at all levels and partner effectively with senior commercial leadership. You should have a proven track record of managing high-stakes deals, including navigating competitive situations, executing saves, and driving strategic account expansions. The role demands a comfort with ambiguity and a bias for action within a rapidly evolving growth-stage environment. Ultimately, you must show a deep commitment to owning end-to-end commercial processes and ensuring alignment between strategy, execution, and reporting.

Nice to Have

Experience with billing and CPQ systems in enterprise SaaS environments is valuable. A background in crafting consumption-based or metered pricing models for financial data or infrastructure products is preferred. Familiarity with regulatory and compliance considerations relevant to financial services transactions is also a plus.