Monetization Principal (Remote)
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AI Summary
🧬 About us
We’re iubenda, the team turning compliance into a growth engine. We help over 110K businesses all around the world build trust, boost performance, and grow without limits. Now part of team.blue (https://team.blue/), we’re scaling privacy tech with confidence, creativity, and a little bit of attitude. Join a team that moves fast, thinks big, and makes privacy feel exciting again!
The proposed salary range (the final offer will be based on experience and seniority) is €37,000 – €55,5000 gross annual total compensation, plus benefits (as listed in the relevant section below).
🎯 Mission & Core Purpose
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.
💼 Key Responsibilities
- Free-to-Paid Conversion
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.
💡 Experience & Skills
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.
🌐 Location
At iubenda we believe in full-remote. You are free to work from anywhere in the world. If you prefer a hybrid model, you can work from one of our offices in Milan or Bologna.
🎁 Benefits
Remote work 🌴 Work 100% remotely, or from our offices, whatever works best for you. We are fully structured for seamless remote onboarding and collaboration.
Company retreats 🏔️ Once a year, we hold fully paid, week-long retreats in beautiful locations such as Venice, Athens, and Palermo, where we work, connect, and recharge together.
All-in-One flex budget 💳 A yearly sum of up to 1.000€ that you can tailor to your personal needs, whether it’s private health coverage, meal vouchers, childcare, learning, fitness, or other lifestyle choices. You can invest in what matters most to you (total amount, availability of specific services, payment method, and taxability may vary depending on local regulations).
Work equipment supply scheme 💻 A policy designed to help you create the perfect setup and perform at your best.
Collaborative, multicultural team 🧩 Join a team of talented, international colleagues in a friendly, open, and highly collaborative environment.
Please send your CV in English.
Want to know more about iubenda? Check us out at:
iubenda.com | LinkedIn | Facebook | Twitter
Privacy
By applying, you hereby declare that you have read and understood our privacy policy (https://www.iubenda.com/privacy-policy/96274994). To ensure a fair selection process and verify your identity, we may ask you during video interviews to disable virtual backgrounds or filters, show an ID, or answer follow-up questions. If you need an alternative arrangement, please let us know, and we will accommodate.
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