Business Operations Manager, Monetization (Product-Led Growth)
Rippling, San Francisco, CA, United States
About the Role
As a founding member of our new
Monetization & Pricing Team
within BizOps, you will own pricing and packaging strategies across our expanding product portfolio. The focus will be on our Product‑Led Growth (PLG) monetization motion, optimizing self‑serve funnels, freemium‑to‑paid conversions, and paywall strategies across our suite of AI, HR, IT, and Spend products.
What You’ll Do
Drive PLG monetization strategy: Partner with Product, Growth, Marketing, and Engineering to design and optimize self‑serve pricing tiers, free trial experiences, and freemium models that reduce friction and accelerate users’ time‑to‑value.
Optimize monetization triggers: Determine optimal pricing levers, capacity limits, and paywall interventions that prompt self‑serve upgrades. Partner with Sales to price the bridge between self‑serve usage and enterprise contracts, ensuring a frictionless commercial upgrade path.
Conduct deep analysis: Lead quantitative and qualitative research—such as high‑velocity A/B price testing, willingness‑to‑pay studies across user cohorts, and price elasticity analysis—to optimize self‑serve price points and packaging variations at scale.
"Go and see": Immerse yourself in the buyer journey by analyzing self‑serve checkout telemetry, conducting tear‑downs of competitor pricing pages, interviewing users who abandoned the upgrade flow, and working directly with Growth R&D to understand monetization friction firsthand.
Balance cross‑functional needs: Act as the unbiased connective tissue between Product Growth, Go‑To‑Market, and Finance, facilitating open debate and challenging stakeholders directly to arrive at the best decision for Rippling.
What You Will Need
6+ years of experience in growth, pricing, business operations, management consulting, venture capital, or a founder role—with a strong focus on Product‑Led Growth (PLG) monetization and self‑serve SaaS funnels. High‑trajectory candidates with fewer years of experience at top companies with a clear track record of excellence will be considered.
Deep PLG acumen: A strong understanding of bottom‑up SaaS business models and key PLG metrics (Activation Rates, Time‑to‑Value, PQL conversion, self‑serve retention, LTV/CAC, and expansion loops).
Naturally analytical mindset: You gravitate toward spreadsheets and product analytics dashboards rather than slide decks. Experience with SQL, product analytics tools (e.g., Amplitude, Mixpanel), and A/B testing frameworks is highly preferred.
Cross‑functional fluency: Experience in a highly cross‑functional role with the ability to clearly describe and work within the organizational dynamics of a fast‑growth company, specifically bridging the gap between Product and Sales.
Altitude agility: Ability to operate at all altitudes—from discussing PLG vision and board‑level strategy with executives to troubleshooting paywall logic and self‑serve billing operations with individual contributors.
Extreme ownership: An extreme degree of ownership and grit. You do not let go until a problem is solved for good.
Decisiveness: Ability to execute with conviction and good judgment with limited guidance; needs minimal direction in an ambiguous context to take action and then adapt quickly.
Benefits This role will receive a competitive salary plus benefits and equity. Compensation is determined by professional background, experience, and location; final offers may vary from the listed range.
We highly value employees working in‑office to foster a collaborative work environment and company culture. Employees are expected to work from the office at least three days a week under current policy.
Pay Range 170,000 - 230,000 USD per year (US Tier 1)
Equal Opportunity Employer Rippling is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics. Rippling is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process. To request a reasonable accommodation, please email accommodations@rippling.com.
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Monetization & Pricing Team
within BizOps, you will own pricing and packaging strategies across our expanding product portfolio. The focus will be on our Product‑Led Growth (PLG) monetization motion, optimizing self‑serve funnels, freemium‑to‑paid conversions, and paywall strategies across our suite of AI, HR, IT, and Spend products.
What You’ll Do
Drive PLG monetization strategy: Partner with Product, Growth, Marketing, and Engineering to design and optimize self‑serve pricing tiers, free trial experiences, and freemium models that reduce friction and accelerate users’ time‑to‑value.
Optimize monetization triggers: Determine optimal pricing levers, capacity limits, and paywall interventions that prompt self‑serve upgrades. Partner with Sales to price the bridge between self‑serve usage and enterprise contracts, ensuring a frictionless commercial upgrade path.
Conduct deep analysis: Lead quantitative and qualitative research—such as high‑velocity A/B price testing, willingness‑to‑pay studies across user cohorts, and price elasticity analysis—to optimize self‑serve price points and packaging variations at scale.
"Go and see": Immerse yourself in the buyer journey by analyzing self‑serve checkout telemetry, conducting tear‑downs of competitor pricing pages, interviewing users who abandoned the upgrade flow, and working directly with Growth R&D to understand monetization friction firsthand.
Balance cross‑functional needs: Act as the unbiased connective tissue between Product Growth, Go‑To‑Market, and Finance, facilitating open debate and challenging stakeholders directly to arrive at the best decision for Rippling.
What You Will Need
6+ years of experience in growth, pricing, business operations, management consulting, venture capital, or a founder role—with a strong focus on Product‑Led Growth (PLG) monetization and self‑serve SaaS funnels. High‑trajectory candidates with fewer years of experience at top companies with a clear track record of excellence will be considered.
Deep PLG acumen: A strong understanding of bottom‑up SaaS business models and key PLG metrics (Activation Rates, Time‑to‑Value, PQL conversion, self‑serve retention, LTV/CAC, and expansion loops).
Naturally analytical mindset: You gravitate toward spreadsheets and product analytics dashboards rather than slide decks. Experience with SQL, product analytics tools (e.g., Amplitude, Mixpanel), and A/B testing frameworks is highly preferred.
Cross‑functional fluency: Experience in a highly cross‑functional role with the ability to clearly describe and work within the organizational dynamics of a fast‑growth company, specifically bridging the gap between Product and Sales.
Altitude agility: Ability to operate at all altitudes—from discussing PLG vision and board‑level strategy with executives to troubleshooting paywall logic and self‑serve billing operations with individual contributors.
Extreme ownership: An extreme degree of ownership and grit. You do not let go until a problem is solved for good.
Decisiveness: Ability to execute with conviction and good judgment with limited guidance; needs minimal direction in an ambiguous context to take action and then adapt quickly.
Benefits This role will receive a competitive salary plus benefits and equity. Compensation is determined by professional background, experience, and location; final offers may vary from the listed range.
We highly value employees working in‑office to foster a collaborative work environment and company culture. Employees are expected to work from the office at least three days a week under current policy.
Pay Range 170,000 - 230,000 USD per year (US Tier 1)
Equal Opportunity Employer Rippling is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, color, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics. Rippling is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process. To request a reasonable accommodation, please email accommodations@rippling.com.
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