The Head of Commercial Strategy & Go-to-Market will define and execute strategies for commercial success, pricing, and monetization while leading cross-functional collaborations to align business objectives and market opportunities.
Commercial Strategy & Go‑to‑Market LeadRole Overview
The anticipated base pay range for this full-time position in all geographic locations is $126,400.00 - $140,000.00 annually. Actual compensation within the range will be determined based on a variety of factors, including, but not limited to the candidate’s experience, skills and education. The compensation package also includes eligibility for an incentive plan and comprehensive benefits, subject to applicable requirements.As the Commercial Strategy & Go‑to‑Market Lead for Ribbon Acumen, this role is responsible for defining and executing the commercial framework for Ribbon’s AI‑driven AIOps and automation platform. The position leads pricing, monetization, and go‑to‑market strategy to drive sustainable growth and commercial success across global service provider and enterprise markets.
This role partners closely with product management, sales, marketing, finance, and operations to align market opportunities with scalable business models. Success requires strong strategic leadership, financial and analytical expertise, and a solid understanding of AI‑powered network automation solutions.
Key ResponsibilitiesCommercial Strategy & Business Planning
- Define and execute the commercial strategy for Ribbon Acumen across service provider and enterprise segments.
- Partner with product management, sales, and finance to align business objectives with market opportunities.
- Establish and monitor KPIs to measure commercial performance, adoption, and growth.
Pricing & Monetization
- Design and own innovative pricing and monetization models, including subscription, usage‑based, and value‑based approaches.
- Conduct competitive pricing analysis and market benchmarking.
- Lead pricing governance, approval processes, and ongoing optimization.
Go‑to‑Market Enablement
- Drive commercial readiness for product launches, including pricing frameworks, sales enablement, and partner training.
- Collaborate with marketing and sales to develop differentiated value propositions and sales collateral.
- Support customer engagement strategies to accelerate adoption and revenue growth.
Customer & Partner Engagement
- Serve as a commercial point of contact for strategic customers and partners.
- Gather customer and market feedback to refine pricing, packaging, and business models.
- Support contract negotiations and complex deal structuring.
Cross‑Functional Leadership
- Work closely with finance, legal, operations, and product teams to ensure alignment and execution of commercial initiatives.
- Lead cross‑functional workshops to assess performance and continuously improve commercial effectiveness.
- Bachelor’s degree in Business, Economics, Engineering, or a related field, or equivalent practical experience.
- 5+ years of experience in commercial strategy, pricing, go‑to‑market, or business planning roles within software, AI‑driven platforms, or telecom environments.
- Demonstrated experience developing and executing pricing and monetization strategies.
- Strong analytical and financial modeling skills, with the ability to translate data into actionable insights.
- Proven ability to partner cross‑functionally with product, sales, marketing, finance, and operations teams.
- Excellent communication, presentation, and stakeholder management skills.
- Experience working with AIOps, network automation, cloud‑native platforms, or AI‑driven software solutions.
- Prior experience supporting global markets and complex enterprise or service provider customers.
- Experience with subscription‑based, usage‑based, or value‑based pricing models.
- Familiarity with contract negotiation, deal structuring, and commercial governance processes.
- MBA or advanced degree in Business, Economics, or a related field.
- Experience supporting product launches and scaling new platforms or offerings.
Please Note:
'All qualified applicants will receive consideration for employment without regard to race, age, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, on the basis of disability, or other characteristic protected by applicable law.'
US Citizens and all other parties authorized to work in the US are encouraged to apply.
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