Remote Vacancy.

Online service Bitrix24 is looking for a Head of Monetization Department, who views monetization not as a sales function, but as a full-fledged product.

About the role:

• The task is to build a system where data, hypotheses, and user experience directly influence revenue and customer retention.
• You will transform monetization processes into a manageable product: from base segmentation to implementing changes based on A/B tests, and be responsible for ensuring that every user step in the product is data-driven and leads to business metric growth.

What you will be doing:

Product Strategy and Segmentation:

• Developing a customer base segmentation model based on data (lifecycle stages, behavioral patterns, LTV potential, ICP).
• Identifying and optimizing key conversion points in the monetization funnel.
• Managing the tariff grid and packaging product value propositions for different segments.

Building Monetization CJM:

• Designing user scenarios leading to purchase/renewal (identifying trigger events).
• Implementing nudging mechanics (tips, limitations, sliders) in the product interface to increase conversion without degrading UX.
• Optimizing communication timings and channels within the product based on user behavior.

Experiment Management:

• Forming and prioritizing a backlog of growth hypotheses.
• Designing and launching A/B tests (offers, texts, mechanics, timings) while maintaining statistical significance.
• Analyzing experiment results and scaling successful cases.

Analytics and Metrics:

• Building and maintaining dashboards for monitoring monetization efficiency.
• Deep funnel analysis: from Ret 3+ to Win-back.
• Working with unit economics: monitoring Churn rate, increasing ARPU, LTV, and conversion at each stage.

Cross-functional Interaction:

• Synchronizing with Product, Marketing, and Sales/CS based on common KPIs and data.
• Setting tasks for developing functionality to automate monetization.

Team Management:

• Prioritizing team tasks based on their impact on metrics.
• Developing managers' competencies in product analytics and hypothesis work.

Candidate Expectations:

• Successful experience at the intersection of Product, Marketing, and Revenue (Product Manager with a focus on monetization, Growth Manager, Head of Monetization).
• Deep understanding of SaaS metrics (LTV, Churn, MRR/ARR, Conversion Rate) and the ability to manage them.
• Skill in designing valid A/B tests and making data-driven decisions, not based on intuition.
• Understanding how product functionality influences a customer's willingness to purchase. Ability to balance monetization and user experience.
• Confident command of analytics tools (SQL, BI systems, hypothesis tracking systems).

Would be a plus:

• Experience working within the Bitrix24 ecosystem or with similar CRM/ERP systems.

Success Metrics (KPIs) after 6 months:

• Increase in LTV for the existing customer base by X%.
• Reduction in Churn rate in key segments.
• Increase in conversion from trial/free plan to paid.
• Implementation of a working experiment cycle (at least N tests per month with statistical significance).

What is offered:

• Work in a company that was at the origins of the Russian internet.
• Opportunity to work and influence the goals and results of a product with an audience of millions of companies.
• Full-time employment, with flexible start and end times within GMT +03:00 and GMT +02:00 time zones.
• A highly competitive monthly salary, to be agreed upon during the interview.
• Bonuses in accordance with company policies.
• Official employment from the first working day.
• Remote work format. The opportunity to choose any convenient work format (office, hybrid, remote) if you are in Kaliningrad or Moscow.
• Opportunity to work and develop in a reasonable and constructive work environment.
• Voluntary medical insurance with dental coverage after three months of employment.
• Access to psychological support services.
• Rich corporate life, offline and online events.