Senior Director, Publisher Sales
•Freestar· 12h
💼 Sales⏰ Full-time👔 Executive🌍 Worldwide
12h ago
Revinate·about 19 hours ago
Revinate is a direct booking platform that leads the hospitality industry in driving direct revenue and increased profitability.
Our products and our people combine to give hoteliers the superpowers they need to crush their goals. With Revinate, hoteliers shift share away from OTAs and drive tangible results across an individual property or a portfolio. Our industry-leading, AI-powered, customer data platform collects, unifies and, synthesizes data giving hoteliers a foundational advantage.
Hoteliers gain critical intelligence – guest lifetime spend, stay preferences, ancillary revenue, and more. With Revinate’s Rich Guest Profile® data points, hoteliers don’t need to guess who their most profitable guests are, or how to drive conversions across email, voice, messaging, and digital channels.
Revinate's direct booking platform and omnichannel communication technology powers 1.1 billion Rich Guest Profiles across 12,500+ hotels to drive over $24 billion in direct revenue.
Be a superhero. Join the mission. Transform the industry.
Get Revinate. Get superpowers.
We are seeking a forward-thinking, data-driven Director, Monetization and Market Intelligence to serve as both the eyes and ears of our organization and the architect of our monetization engine. Reporting directly to the Chief Product Strategy Officer (CPSO), you will operate at the critical intersection of market reality and commercial execution.
In this dual-impact role, you will be responsible for tracking macroeconomic trends, analysing competitor movements, and deeply understanding shifting buyer personas to identify what we should build next to maintain a high Product Vitality Index and avoid market disruption. Simultaneously, you will turn those insights into action by owning the monetization models for our existing portfolio and upcoming product launches—designing, testing, and executing pricing and packaging strategies that maximize customer lifetime value (LTV), accelerate market adoption, and optimize profitability in collaboration with a dedicated Pricing Manager on your team.
As a strategic bridge between Product, Sales, Marketing, and Finance, you will be a key input in ensuring our long-term R&D roadmap is ahead of the curve; be a strategic pricing partner on complex deals; and ensure our pricing models accurately reflect the true value delivered by our engineering team.
Macro & Micro Market Analysis: Monitor global hospitality tech trends, macroeconomic shifts, and hospitality buyer behavior to identify emerging threats and new commercial opportunities
Competitive Analysis: Establish a continuous framework for monitoring competitor product launches, feature developments, financial health, M&A activity, and strategic pivots to protect our market positioning. You will own understanding the market by geo by competitor, understanding what products do, how they are priced, who is being sold to, and ultimately determine what that actually means for us
Win/Loss Analysis: Partner with Sales Operations to conduct rigorous win/loss research. And identify trends regarding why Revinate wins or loses deals, and turn those findings into actionable product or pricing adjustments
Executive Briefings: Serve as the trusted internal advisor to the C-suite, Product, and Sales leadership on competitor movements and market shifts
Monetization Architecture: Own the design, execution, and continuous optimization of Revinate’s pricing models
Packaging & Feature Tiering: Lead the cross-functional strategy for packaging new products and bundling existing features to maximize customer lifetime value
Value Metric Discovery: Conduct quantitative research (e.g., Conjoint Analysis, Van Westendorp modeling) to determine customer willingness-to-pay and discover ideal value metrics
Sales Enablement & Discounting Guardrails: Collaborate with Finance and Revenue Operations to establish standard discounting floors, approval workflows, and pricing calculators that empower Sales while protecting margins
Strategic R&D Input: Synthesize market data and competitive gaps into highly actionable briefings for Product and Engineering leadership to validate, redirect, and future-proof our R&D roadmap investments
7+ years of experience in B2B SaaS Monetization, Product Strategy, Strategic Corporate Intelligence, or Tech Management Consulting
Proven Leadership: Experience managing and mentoring direct reports
The "Dual-Impact" Track Record: You have successfully owned both sides of the coin: building competitive/market intelligence frameworks and designing/executing multi-tiered SaaS packaging and pricing models
Advanced Monetization Methodologies: Deep, hands-on experience running quantitative willingness-to-pay research
Commercially Minded & Financial Astute: Expert-level understanding of B2B SaaS unit economics (LTV, CAC, Net Revenue Retention, ARPU) and a history of successfully building standard discounting guardrails and sales enablement tools
Win/Loss & Market Research: Experience collaborating with Sales Ops to turn raw win/loss data into actionable product and pricing pivots