Principal Monetization

Who you are

• At least 3 years in monetization, growth, or lifecycle marketing at a SaaS company, ideally with a freemium or free-trial model
• A track record of turning data findings into shipped pricing, packaging, or in-app monetization changes
• Hands-on lifecycle or email marketing experience: segmentation, triggered campaigns, and campaign measurement
• Comfort working from someone else's analysis, and equal comfort generating your own hypotheses when the data runs out
• A direct collaborator who can work alongside a CRO Principal and a Revenue Business Analyst without needing to own their work
• Full proficiency in English

What the job involves

• Your mission is to own revenue growth at iubenda from two specific levers: converting free users to paid plans on Complianz and other iubenda-family products, and growing add-on and expansion revenue from the existing paid base through lifecycle marketing
• You decide what to test or build - pricing, packaging, paywalls, upgrade prompts, add-on offers, and lifecycle campaigns - and own the resulting revenue outcome
• The Revenue Business Analyst sizes the opportunity and hands you findings; the CRO Principal builds and runs the rigorous tests you brief for website and product surfaces; you execute lifecycle marketing together with the lifecycle marketing team
• You will report to the Director of Growth, working closely with the Revenue Business Analyst, the CRO Principal, Product, and Marketing
• Owning the free-to-paid conversion strategy across Complianz and other iubenda-family products: decide what to test or build, pricing, packaging, feature gating, in-app upgrade prompts, and paywalls, based on the Revenue Business Analyst's findings and your own hypotheses
• Briefing the CRO Principal on any test that touches a website or product surface (pricing pages, signup flows, paywalls, upgrade prompts); the CRO Principal builds, runs, and validates it. You make the decision to ship, stop, or iterate based on the results
• Owning final pricing and packaging decisions for free-tier upgrade paths
• Add-On & Expansion Monetization
• Owning the strategy for selling add-ons and upgrades to the existing paid user base, with lifecycle marketing (email, in-app messaging, triggered campaigns) as your primary, self-owned execution channel
• Deciding which add-ons to promote to which segments and when, based on usage signals and account maturity
• Building and maintaining always-on lifecycle campaigns spanning onboarding through expansion, not one-off promotions
• Tracking add-on attach rate and expansion MRR as core KPIs and adjusting the campaign calendar accordingly
• How This Role Differs:
• Vs. Revenue Business Analyst: the Analyst diagnoses who analyze funnel and cohort data, sizes the opportunity, and hands off a prioritized list of findings
• You decide what to do about it, and you are expected to generate your own ideas beyond what they hand off
• You own the resulting pricing, packaging, messaging, and campaign decisions, and you are accountable for the revenue outcome; the Analyst is not
• Vs. Conversion Rate Optimization Principal (who owns the testing engine): experimentation methodology, statistical rigor, tracking, and the shared queue used across the full funnel, regardless of whose initiative is being tested
• You decide what to test within free-to-paid and add-on monetization and brief the CRO Principal; they decide how it's tested and when it runs relative to other teams' requests
• You do not run your own test program, build tracking, or own testing tools
• What Success Looks Like:
• Free-to-paid conversion rate, tracked monthly across Complianz and other covered products
• Add-on attach rate and expansion MRR from the existing paid base
• A live, prioritized backlog of monetization initiatives that goes beyond the Analyst's hand-offs

The application process

• Please send your CV in English

Benefits

• Competitive Salary: We offer a competitive salary compared with other European scale-ups. We have high standards for finding the best people to join our team. Besides, we offer generous paid time off (+25 weekdays/year)
• Remote Work: We hire and have employees worldwide thanks to an employer-of-record service. You can work 100% remotely or if you prefer, from one of our beautiful offices in Italy (Bologna and Milan) and Germany (Berlin and Hamburg). We are used and fully structured to onboard people who prefer to work full-time remotely
• Trave Allowance to Visit a Colleague: You will be provided with a travel allowance so that you can visit your colleagues based on the other side of the world
• Company Retreats: We get together in amazing destinations once a year to work, bond, and enjoy team-building activities. We offer fully paid week-long retreats
• Work Equipment: You will be provided with an equipment allowance so that you can perform at your best
• Learning Budget: We'll sponsor your professional growth by providing a budget that can be used for courses, events, workshops, and books
• Bright & Healthy Work Environment: You will be part of a multicultural team full of talented, mature, and experienced colleagues. Along with that, you will find a team spirit, which you would rarely find elsewhere
• Therapy Incentive: We sponsor online therapy sessions in English and Italian with psychologists experienced in different approaches
• English Classes: We offer online English classes weekly, on several different levels, within working hours
• Private Health Insurance & Pension Plan: We'll place at your disposal a plan that includes dental, vision, life, disability, and 401(k) coverage. So that you can stop having to think about all this on your own, we will do it for you