Director, Go-to-Market Monetization & Commercialization

📋 Description

• • As the Director, Go-to-Market Monetization & Commercialization at ServiceTitan, you will be instrumental in shaping and executing the company's monetization strategies, ensuring seamless commercial readiness, and driving continuous improvement across the Go-to-Market (GTM) organization.
• • Reporting directly to the Vice President of Pricing and Packaging, this pivotal individual contributor role acts as the central liaison between the GTM teams and the Product and General Manager (GM) functions.
• • Your primary focus will be to bridge the gap between portfolio and product monetization strategies and their effective execution in the field, with a direct impact on key business metrics such as list-to-net price realization, deal quality and velocity, and the overall commercial ease of doing business.
• • You will be responsible for leading the testing and evaluation of new pricing and packaging constructs, translating the learnings into measurable commercial success and driving adoption.
• • A core aspect of your role will involve partnering with the VP of Pricing and Packaging, GMs, and GTM leaders to ensure a cohesive alignment of monetization and commercialization efforts across all products and portfolios.
• • You will actively test and evaluate new pricing and packaging model constructs, meticulously measuring their impact on adoption rates, conversion metrics, and overall profit margins.
• • A key responsibility is to translate high-level, portfolio-level monetization direction into practical, actionable GTM enablement strategies and clear guidance for the sales and customer-facing teams.
• • You will establish and maintain structured feedback loops, ensuring that insights from the field are effectively communicated back to Product and GM teams to inform the ongoing evolution of monetization, packaging, and commercialization strategies.
• • You will be the driving force behind ensuring the GTM and operational readiness for all new pricing, packaging, and commercialization initiatives, guaranteeing a smooth rollout and adoption.
• • This involves close collaboration with Sales, Revenue Operations (RevOps), Finance, and Marketing teams to guarantee pricing accuracy, optimize quoting efficiency, and ensure seamless execution of product and pricing launches.
• • You will proactively identify and address any friction points that may impede deal speed, hinder sales execution, or negatively impact the customer experience, working cross-functionally to implement solutions.
• • A significant part of your contribution will be to enhance list-to-net price realization through the implementation of disciplined pricing guardrails, robust discount governance, and efficient approval workflows.
• • You will collaborate closely with Sales and Finance departments to strengthen the quality and profitability of deal structures, ensuring they align with strategic pricing objectives.
• • You will continuously monitor discounting and deal trends, providing data-driven recommendations for adjustments to optimize price realization and maximize profit margins.
• • As the primary GTM liaison for monetization and commercialization initiatives, you will be the go-to expert for the field teams.
• • You will partner with Sales, Marketing, and Customer Success teams to enhance the ease of doing business, accelerate deal velocity, and instill greater pricing confidence among customer-facing personnel.
• • You will develop and deliver essential tools, comprehensive training programs, and clear playbooks to empower the GTM organization, strengthening pricing execution and improving the articulation of customer value.
• • You will establish and manage structured feedback mechanisms that facilitate continuous communication between GTM, Product, and GM teams, enabling the refinement of monetization and packaging strategies.
• • You will be responsible for measuring the performance of monetization efforts, including price realization, deal quality, and product adoption, and applying these insights to drive ongoing improvements.
• • You will lead pilot programs and experiments for new monetization and commercialization models, gathering valuable data to inform future strategic frameworks and initiatives.
• • This role is crucial for ensuring ServiceTitan's pricing and packaging strategies are not only innovative but also effectively implemented and optimized for maximum commercial impact and customer satisfaction.