Ello Product Lead for Monetization at Ello responsible for owning pricing, packaging, paywall, and revenue-related aspects of the product. Focus on balancing free and paid experiences while supporting the mission of democratizing education.
Responsibilities
Kids love Ello and parents trust it. The next thing to build is the business that carries it to every child who needs it; this role is for that challenge.
You'll own everything to do with how Ello makes money: what's free and what's paid, how we price and package, the paywall, trial conversion, renewals, dunning, cancellation, and winback. You'll build the monetization plan with our Head of Growth and CEO.
Two things make this different from monetizing a typical consumer app. We're a public benefit corporation, and we've committed publicly to a free, excellent experience for every family. That's a promise we intend to keep, so the teaching itself will never sit behind a paywall. You're also selling to two people at once: the child who does the lesson, and the parent who watches them do it and decides whether to pay. Both have to feel the value, at different moments and for different reasons.
The best version of this business feeds the mission directly. The more families choose to pay, the more children we can teach for free, including every child using Ello in Kenya today. That's what we want you to build.
Own pricing and packaging: what sits in the free experience, what a subscription includes, and what it costs
Own the paywall and checkout, from placement and timing through design and copy, and run the experiment program that improves them
Own everything after the first payment: trial conversion, renewals, failed payments and dunning, cancellation saves, and winback
Build the monetization model that feeds our revenue forecast
Build the monetization reporting we don't have yet, with our data team. Cohorted LTV, ARPU, payback, and retention curves good enough to make decisions on.
Work with lifecycle marketing on the emails and messages that drive conversion and retention, and with engineering and design on what ships in the app
Use AI to do the work of a much bigger team, and grow into hiring and leading the monetization team that follows
Key Requirements
Qualification
You've run a small teamWe look for candidates who
Preferred
Experience with kids' or family products, or another category where the person paying isn't the person using it
Experience monetizing something people have to trust, whether that's a children's product under privacy rules, health, or finance, where a pushy paywall costs you more than it earns
Experience with a product where most users never pay, and that's by design
Experience with in-product growth mechanics: nudges, rewards, cross-sell, referral, and lifecycle automation
You've built at our stage and can see past it. We're planning to grow very fast from here, so the ideal person has worked somewhere between roughly $1M and $10M in revenue where nothing was settled yet, and has also seen what breaks at ten times that.
You've run a small team, or you're ready to
We look for candidates who
Want this to be the most important thing they've worked on. We're trying to give every child a teacher of their own, and the rest of this job only matters because of that.
