Pricing Operations Manager



Copenhagen, Denmark
Posted on Tuesday, September 12, 2023

We’re a leading online reviews platform, free and open to all. Our mission is to be a universal symbol of trust. We are well on our way — but there’s still an exciting journey ahead of us. Do you want to join us at the heart of trust?

As the Pricing & Monetization team expands, we are seeking a Pricing Operations Manager to help run the day to day operations of Trustpilot’s Pricing function. Reporting into the Head of Pricing and Monetization, you will be responsible for different areas of the function’s operations, making sure that they run smoothly and without issues, building new structures and processes where needed, answering day to day questions from stakeholders, and reporting on our business performance.

One of the main responsibilities of the role is to launch and maintain our rate cards globally across the front and back books, ensuring our prices are competitive and reflective of the value we offer customers. This will include in depth research and data analyses to understand what prices we should charge taking into account external factors such as macroeconomic environment, competition, value for customers, in addition to all the go to market elements and maintenance process that you will need to build.

Globally, you will be the pricing lead of tools such as Salesforce and Zuora (our billing platform), acting as a middle-person between Commercial teams and Technical teams to clearly and concisely surface requirements and brainstorm solutions in order to improve our tools.

High levels of attention to detail and willingness to create order in unstructured situations will be fundamental for the successful candidate. As part of this role, you will be tasked to create new processes and standard operating procedures (SOPs) to govern the way we deploy price changes, control promotional and discounting spend, and approve deviations from said operating procedures.

Sharp strategic thinking will also be fundamental in this role. You will need to build a vision of how things ‘should work’, taking into account the team’s strategy, our financial commitments, our product constraints and the end users, and you will need to be able to pitch your ideas, bringing stakeholders along the journey with you.

In addition to the above, you will love diving deep into data. The Pricing & Monetization team is responsible for driving Trustpilot’s revenue and we work closely with our finance department and commercial organization to make sure that as a company we are on track to hit our targets (and suggest corrective actions if we are not). A key part of the role includes weekly and monthly reporting and supporting the Head of Pricing and Monetization in preparing materials and delivering presentations for executive-level meetings.

What you'll be doing:

  • Manage the yearly process for new rate cards deployment, from analysis of which price points we should be charging by region taking into account demand elasticity and market dynamics, to business cases and go-to-market, interfacing with different internal stakeholders to make sure everyone is informed and aligned on the changes.
  • Partner with our Commercial teams globally, to understand their pain points and how our team can better support them in servicing our customers, funneling regional requirements in a central roadmap.
  • Review and improve pricing processes globally, creating new processes where they do not exist, constantly identifying opportunities areas and building a vision of ‘what good looks like’ around pricing-related controls and approvals.
  • Be the pricing owner of tools such as Salesforce and Zuora (our billing platform), working closely with our Commercial organization to understand how to improve these tools and what features could add the most value to our teams.
  • Support the Head of Pricing and Monetization in monthly reporting of pricing-related business performance, identifying and deep diving into variances to target and proposing solutions on how to improve performance when needed.
  • Constantly collaborate with your pricing colleagues to make sure our plans are priced competitively and in accordance to the value we provide to customers.

Who you are:

  • Working knowledge of Salesforce and/or Zuora is beneficial but not required.
  • Experience in highly matrixed companies, ideally in a pricing function, with proven ability to deliver autonomously in fast-paced environments and to drive business results.
  • High level of attention to detail, with demonstrated experience in building processes from scratch to bring structure into heavily unstructured and fast moving environments.
  • Experience in experimentation and statistical knowledge of how to set up A/B testing in order to test hypotheses, with a focus on commercial delivery
  • Familiarity with different pricing and subscription models across SaaS and B2B markets
  • Project management certifications (Six Sigma, PRINCE2, etc) are a bonus
  • Previous SaaS B2B experience or marketplace/ecommerce experience is a bonus

What’s in it for you:

  • A range of flexible working options to dedicate time to what matters to you
  • Competitive compensation package + bonus
  • 25 days holiday per year, with an extra 5 days holiday allocated after your 1 year anniversary (prorated)
  • Two (paid) volunteering days a year to spend your time giving back to the causes that matter to you and your community
  • Rich learning and development opportunities supported through the Trustpilot Academy, LinkedIn Learning and Blinkist
  • Comprehensive health package, pension and full access to Headspace, a popular mindfulness app to promote positive mental health
  • Paid parental leave
  • Newly renovated central office with a laid back vibe and constant buzz of different languages being spoken everywhere you go It’s complete with a coffee bar, canteen and table tennis and has a wide variety of refreshments available - you can opt in for breakfast and lunch at an affordable price
  • Regular opportunities to connect and get to know your fellow Trusties, including company-wide celebrations and events, ERG activities and team socials
  • Opportunity to join the Trustpilot Social Club for a small monthly fee and attend regular social and leisure activities like go karting, cooking classes and escape rooms
  • Employee discounts to restaurants and shops
  • Tax Free Travel (DSB)

Still not sure?

We are Open to All, which means we want everyone to feel like they can see themselves at Trustpilot. We're keen to hear about your experiences as well as how you can help to create a fantastic culture for our amazing Trusties. So, don't worry if you're looking at this job description and feel like you don't meet all the requirements, we'd still really like to hear from you!


About Trustpilot

At Trustpilot, we’re passionate about our mission to offer a free and open to all review platform, built on collaboration. For consumers, we’re a place to connect with and influence businesses. For companies, we’re a platform for progress; a way to improve and innovate by engaging and collaborating with consumers.

We’re driven by connection. It’s at the heart of what we do. Our culture keeps things fresh –– it’s built on the relationships we create. We talk, we laugh, we collaborate and we respect each other. We work across borders and cultures to be a tangible symbol of trust in an ever-changing world. With vibrant office locations all around the world and over 50 nationalities, we’re proud to be an equal opportunity workplace with diverse perspectives and ideas.

Our purpose is a tall order, but we keep it real. We’re a great bunch of humans, doing awesome stuff, without fuss or pretense.

A successful Trustpilot future is driven by you –– we give you the autonomy to shape a career you can be proud of. If you’re ready to grow, let’s go.

Join us at the heart of trust.

Trustpilot is committed to creating an inclusive environment where people from all backgrounds can thrive and where different viewpoints and experiences are valued and respected. Trustpilot will consider all applications for employment without regard to race, ethnicity, national origin, religion, gender identity or expression, sexual orientation, neurodiversity, disability, age, parental or veteran status. Together, we are the heart of trust.

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