Monetization Lead

Every financial product carries an invisible design choice: how it’s priced. That choice isn’t just a revenue play—it shapes how customers perceive value. At Mercury, we’re building the financial infrastructure for modern builders: financial products and tools that drive value for founders. We believe the future of banking* won’t just store money, it will be how people build great things. We want our customers to realize the value of our products and therefore monetization can’t just be an afterthought or a lever to pull at the end; it’s a core part of the customer experience and of how our business scales.

That’s why we are looking for a Monetization lead to own this work. In this role, you’ll shape the frameworks that guide how we price, package, and monetize products across Mercury. You’ll analyze markets, design experiments, and build models—but just as importantly, you’ll influence how product and business leaders think about value.

*Mercury is a financial technology company, not a bank

. Banking services provided through Choice Financial Group, Column N.A. and Evolve Bank & Trust, Members FDIC

What You’ll Do:

• Develop and refine our pricing and packaging across our products and revenue models based on customer segmentation, market dynamics, and competitive research
• Conduct pricing experiments (e.g., A/B testing, value-based pricing tests) to determine optimal packaging, discounting, and feature gating strategies
• Partner closely with Product and GTM teams to align pricing with customer value delivery and feature differentiation
• Build and maintain pricing models and tools to forecast revenue impact and guide executive decision-making
• Analyze customer behavior, retention, and willingness to pay using internal and external data, as well as customer surveys and interviews
• Lead periodic price reviews and support new product launches with pricing and packaging recommendations
• Partner with Deal Desk and Finance to set and uphold pricing guardrails/discount policies, advise on exception requests so they fit forecast, and equip Sales with lightweight tools and training (e.g., calculators, one-pagers)
• Lead the transition of successful pricing and packaging concepts into scalable, organization-wide execution in collaboration with cross-functional partners
• Stay current with industry trends, competitive benchmarks, and SaaS pricing best practices

You Might Be a Fit If You:

• Have 5+ years in a pricing or monetization role at a fintech or SaaS company, 10 years of total relevant experience, which could include product management, biz ops, consulting, or other analytical roles
• Acquired a deep understanding of software business models including per-seat, usage-based, freemium, etc. and/or fintech business models including interchange, transaction fees, affiliate revenue share, etc
• Are familiar with frameworks such as Willingness to Pay and Conjoint Analysis
• Have experience conducting pricing sensitivity analyses, packaging design, or GTM readiness
• Are analytically minded with demonstrated experience driving robust actionable insights across a modern data stack (e.g., Salesforce, Tableau, Power BI, SQL) as well as spreadsheet modeling
• Model a high degree of self-organization and cross-functional collaboration, with a passion for simplifying complex challenges and processes
• Have the ability to communicate complex trade-offs (revenue vs. risk vs. CX)with clarity
• Speak the languages of Finance, Product, GTM, and Data Science