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Role Description

Ontra is seeking a Strategy Manager, reporting to our Senior Director, Strategy to join its growing team!

In this role, you will be responsible for deeply understanding our customers and their unique needs. This role will work closely with various teams across the organization to lead Ontra’s pricing and packaging strategy across our product portfolio and develop additional offerings that Ontra can offer to meet our customer’s needs. You will be responsible for conducting rigorous market research, customer willingness-to-pay analysis, and TAM modeling to ensure our monetization and expansion strategies are grounded in data and aligned with long-term growth objectives.

If you are an analytical and strategic thinker who thrives in ambiguous environments, enjoys owning initiatives end-to-end, and wants to directly influence company growth, we’d love to get to know you!

What You’ll Do:

• Pricing & Packaging Strategy: Lead the development and optimization of pricing and packaging frameworks across existing and new offerings, balancing customer value, competitiveness, and profitability.
• Market Research & Validation: Design and lead primary research initiatives such as customer interviews, surveys, and willingness-to-pay analyses, and conduct competitive benchmarking to deeply analyze our customers’ problems and test pricing and product hypotheses.
• TAM & Financial Modeling: Build TAM analyses, financial models, and scenario analyses to synthesize research, quantify market opportunities, evaluate tradeoffs, and inform strategic investment decisions.
• Cross-Functional Execution: Partner with Product, R&D, Sales, Marketing, Finance, and RevOps to implement pricing changes, establish new products or expansions, support go-to-market efforts, and ensure successful adoption of new commercial models and product offerings.
• Strategic Communication & Influence: Develop clear, data-driven recommendations and present insights to executive and cross-functional stakeholders to drive alignment and measurable impact.

Qualifications

• 5+ years of experience in management consulting, private equity, corporate strategy, or pricing roles; background in investment banking or private equity is a plus.
• Direct, hands-on experience developing pricing and packaging strategies for B2B software or software-enabled services.
• Proven track record of conducting deep market research, analyzing research findings, and translating findings into profitable product offerings.
• Strong financial modeling skills and the ability to synthesize complex quantitative and qualitative data into clear, data-driven recommendations.
• Excellent written and verbal communication skills, with experience presenting complex analyses to senior and cross-functional stakeholders. A deep desire and competency in speaking to strangers and understanding their problems and needs.
• A self-starter who thrives in ambiguity, can independently manage long-term strategic initiatives, and is comfortable balancing deep work with ad hoc priorities.
• Proficiency in Excel and PowerPoint (or Google Sheets and Slides), with the ability to independently build financial models and executive-ready presentations.

Requirements

• Experience in legal tech or private markets; familiarity with subscription and usage-based pricing models; SQL or advanced analytics tools.

Benefits

• Remote-first by design, with regular in-person gatherings and hub spaces in NYC, Santa Barbara, and London.
• Twice yearly team offsites for in-person collaboration.
• Paid flexible time off policy.
• Paid parental leave and benefits.
• Employer-supported retirement contributions, varying by country.
• Monthly phone and internet reimbursement.
• Pick Your Perk stipend to spend on what matters most to you, from well-being and gym memberships, to home office setup, student loans, pet care, and more.
• Company-sponsored LinkedIn Learning accounts, department budgets for professional development, and robust onboarding program.
• Various options for medical, dental, and vision insurance.