Strategy & Operations Manager, Consumer Revenue

Discord has a highly engaged community of millions of daily active users who use the platform for many different reasons, but there’s one thing that nearly everyone does: play video games. Discord plays a uniquely important role in the future of gaming, and we are focused on making it easier and more fun for people to hang out before, during, and after playing games.

We're looking for a Manager to own pricing strategy, monetization, and revenue operations for Discord's Consumer Revenue business — spanning Nitro subscription pricing, Shop, Orbs, and Nitro rewards. You'll be the analytical backbone behind how Discord prices and packages its subscription and virtual goods businesses as they scale globally.

This is a high-impact role for someone who loves the mechanics of subscription growth and monetization: elasticity, willingness-to-pay, tiering, localization, virtual economy balance, and the trade-off between short-term revenue and long-term retention. You'll also spend a portion of your time supporting Nitro 3P partnership deal evaluation and deal desk operations, but pricing and monetization are at the core of the job.

What You'll Be Doing

• Optimize Nitro subscription pricing strategy, managing the semi-annual pricing cycle end-to-end: from elasticity and willingness-to-pay analysis to tier structure, packaging, and rollout.
• Analyze Orbs virtual currency and economy strategy, including assessing virtual goods and currency bundles, monitoring economy health, and structuring offer experiments.
• Lead global rate reviews, keeping Nitro and Orbs pricing aligned to local purchasing power and FX movement, and identifying/mitigating cross-region arbitrage risk.
• Build and maintain competitive pricing intelligence across subscription and virtual goods markets, translating competitor moves into positioning recommendations.
• Provide analytical support to Consumer Revenue leadership, building reporting and dashboards that surface pricing performance, subscriber trends, and monetization opportunities.
• Support Nitro 3P deal evaluation and deal desk operations — applying pricing rigor to partner deal structures, term sheet red lines, and approval frameworks.
• Document and codify pricing frameworks and monetization playbooks as the function matures.

What you should have

• 4+ years of experience in pricing, monetization, or subscription growth — ideally for a consumer subscription business, virtual goods/currency economy, or marketplace
• A strong quantitative toolkit: comfort with growth modeling, elasticity modeling, willingness-to-pay analysis, A/B testing, and building pricing models from scratch with imperfect data
• Experience collaborating cross-functional with Product, Product Marketing, Business Development, and Finance teams and leading cross-functional decision-making processes
• Experience with international/localized pricing and the operational complexity of multi-currency, multi-region rollouts
• Experience with BI tools such as Tableau, Looker, or similar, and building self-serve reporting for business teams
• Background in gaming, social platforms, or digital media a plus
• Bonus: exposure to virtual currency/in-game economy design, or to deal desk/partnership evaluation work

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.

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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.
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Why Discord?

Discord plays a uniquely important role in the future of gaming. We're a multiplatform, multigenerational and multiplayer platform that helps people deepen their friendships around games and shared interests, and helps developers build and grow their businesses. We believe games give us a way to have fun with our favorite people, whether listening to music together or grinding in competitive matches for diamond rank. Join us in our mission! Your future is just a click away!

Discord is committed to inclusion and providing reasonable accommodations during the interview process. We want you to feel set up for success, so if you are in need of reasonable accommodations, please let your recruiter know.

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4 to 6 years of experience in strategy and operations, deal operations, revenue operations, or strategic finance. Strong financial modeling skills with the ability to build deal models, scenario analysis, and partnership economics from scratch. Proven ability to turn ambiguous business questions into structured analyses and clear recommendations. Experience standing up or managing a deal desk function, including defining deal terms, approval workflows, and pricing guardrails. Ability to operate across multiple stakeholders (Business Development, Product, Marketing, Engineering, Legal, Finance, and Accounting) and drive alignment without direct authority. Sharp analytical skills with proficiency with SQL, python, BI Tools, and Excel/Sheets. Proficient with AI tools such as Claude, Claude Code, Cursor, etc. Strong written and verbal communication. Comfort with ambiguity and building process where none exists today.