Pricing and Yield Management Lead

Discord is seeking an experienced Pricing & Yield Management Lead to join our rapidly scaling advertising business. As a foundational member of our Revenue Operations team, you'll play a critical role in accelerating our journey from $50M to $1B in advertising revenue.

This is a unique opportunity to shape the pricing strategy and yield optimization framework for one of the world's fastest-growing social platforms. You'll work directly with our Senior Manager of Revenue Operations and collaborate closely with Sales, Product, Product Marketing, Finance and Accounting teams to drive strategic pricing decisions that balance advertiser value with platform monetization.

What you'll be doing: 

• Design and maintain rate card structures that reflect market dynamics and competitive positioning and adjust for business objectives and performance.
• Build predictive models to forecast revenue impact of pricing changes in reserved and auction models.
• Partner with Product Marketing, Product, and Finance to price new product offerings and forecast business performance.
• Own end-to-end deal desk operations, partnering with Sales and cross-functional leadership to evaluate custom deal structures, maintain pricing integrity, and approve exceptions to rate card for advertising sales deals.
• Run and scale our upfronts program, managing all annual advertiser and agency media partnerships.
• Contribute to scaling the ad sales team and revenue operations team through process improvements, optimization, and hiring.

What you should have:

• 5-7 years of professional experience, with minimum 2 years in pricing & yield management, deal desk, and/or revenue operations. At least 2 years of experience in digital advertising with auction dynamics.
• Proven track record managing deal desk, pricing approvals, or revenue programs (such as upfronts) in a high growth environment.
• Strong analytical capabilities, with proficiency in SQL and advanced Excel/Google Sheets.
• Experience with Salesforce and business intelligence tools like Looker.
• Bachelor’s degree in Business, Economics, Statistics, Mathematics, or a related field.

Candidates must reside in or be willing to relocate to the San Francisco Bay Area (Alameda, Contra Costa, Marin, Napa, San Francisco, San Mateo, Santa Clara, Solano, and Sonoma counties). Relocation assistance may be available.

The US base salary range for this full-time position is $192,000 to $216,000 + equity + benefits. Our salary ranges are determined by role and level. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training. Please note that the compensation details listed in US role postings reflect the base salary only, and do not include equity, or benefits.