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.
