BizOps – GTM & Monetization

About Nominal Nominal is the Hardware Intelligence Platform : the software and AI layer that hardware engineering teams use to simulate, test, manufacture, and operate the physical systems that keep the world moving, from spacecraft and autonomous vehicles to next-generation energy systems and robotics. The platform captures data at the source; keeps a durable engineering record across telemetry, video, logs, documents, and simulations; runs and controls tests and live operations; and turns that evidence into answers engineers can trust. It runs wherever the hardware runs: in the cloud, on-prem, on a bench, on a range, or in an air-gapped facility. We are defining a new category at the intersection of AI, distributed systems, and physical engineering, and the people we hire get to decide what it looks like. Our customers span aerospace, defense, manufacturing, transportation, energy, and robotics. They include Anduril, Shield AI, Wisk Aero, Pratt Miller Motorsports, Antares, and Shinkei Systems, amongst others, alongside programs within the U.S. Air Force and Navy. Our team draws from SpaceX, Palantir, Anduril, Applied Intuition, Tesla, and other leading companies, united by a common mission: giving hardware engineers the tools to build the future with speed, safety, and confidence. We're a fast-moving team that owns problems end-to-end, works across disciplines, and thrives at the intersection of hardware and software. Some of the world’s leading technology investors, including Sequoia, Lightspeed, Founders Fund, General Catalyst, Lux Capital, and Insight Partners, are backing Nominal’s ambition to change how machines are built and maintained. We’re looking for engineers who want to take on hard problems and help make a new generation of world-changing hardware possible. 🏢 About the role Our customers' data volumes grow each time they simulate, test, manufacture, or operate hardware, and AI is changing how much value they get from that data. The way enterprise software is priced is changing with it. We're looking for a Business Operations lead focused on GTM & Monetization to design and run how Nominal makes money as we scale. You'll shape pricing and packaging across our platform, considering various user journeys, customer segments, and geographies. You’ll collaborate with our Sales, Product, Engineering, and Finance teams to impact how every customer buys and grows with Nominal. 🚀 What you'll do

Own pricing and packaging:

Design and evolve Nominal's hybrid pricing model, combining fixed platform fees and consumption meters. Define metrics, editions, entitlements, commits, credits, overages, and discounts that are simple to buy and scale with customer value.

Build the consumption engine:

Partner with Product, Engineering, and Finance to define metering, usage telemetry, billing requirements, and systems architecture so what we price is what we can measure, bill, and forecast.

Monetize AI:

Shape pricing for existing AI products and those to come. Balance adoption, customer value, and inference costs so growth is margin-aware.

Make usage data actionable:

Build the forecasts and dashboards for consumption revenue, net revenue retention, and expansion. Partner with Customer Success to find the leading indicators that tell us which accounts will grow and which need attention.

Learn from the market:

Lead deep pricing and monetization analysis, including willingness-to-pay, discounting dynamics, competitive positioning, and win/loss analysis.Test changes deliberately, and measure what moved.

Prep for product launches:

Collaborate with Product to translate roadmap decisions and timeline into clear, compelling pricing and packaging stories.

Communicate the decisions:

Use data and customer feedback to communicate pricing strategy and tradeoffs clearly to various stakeholders across the team. 🔍 We're looking for someone with 7+ years in business operations, strategy, pricing, or strategic finance at a high-growth B2B software company, ideally after starting in consulting, banking, or a similar analytical role.

Hands-on experience with hybrid pricing:

You've designed and shipped a model that combines platform fees with usage-based components, and you understand commits, drawdowns, credits, overages, and how they affect forecasting and revenue recognition.

Strong analytical horsepower:

You're fluent in financial modeling and systems architecture, and you can go from raw usage data to a clear recommendation without waiting on anyone.

Real GTM fluency:

You understand enterprise sales motions, deal mechanics, and how comp plans shape seller behavior.

The ability to lead through influence:

You've aligned Sales, Product, Engineering, and Finance on decisions none of them owned alone, and gotten them to done.

Clear, structured communication:

You can write a pricing recommendation an executive can decide on in five minutes, and explain it to a sales team in a way that sticks.

AI-native work habits:

You use AI tools daily to move faster and build things rather than wait for tooling to arrive. ⚡ Skills that supercharge us Pricing or GTM experience at AI-native or consumption-based data companies Experience implementing usage-based billing and metering systems Pricing AI agents, credits, or outcome-based models Commercial experience with U.S. government or defense customers and contract vehicles Selling to engineering organizations or hardware-heavy industries ✨ Benefits/Perks 🏥 100% coverage of medical, dental, and vision insurance 🏖️ Unlimited PTO and sick leave 🍽️ Free lunch, snacks, and coffee 🚀 Professional Development Stipend 🛠️ In-office hardware lab with a $250 project stipend ✈️ Annual company retreat 👶 12 weeks parental leave 🌱 Fertility and family planning ($15,000 lifetime) 💪 Wellness stipend ($100/month) 🛠️ $500/year hardware sensor stipend 🚀 Learning and development stipend 💼 401(k) 📈 Employee-friendly equity terms 🏢 In-office 5 days per week All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, or national origin. ITAR Requirements To conform to U.S. Government export regulations, applicant must be a (i) U.S. citizen or national, (ii) U.S. lawful, permanent resident (aka green card holder), (iii) Refugee under 8 U.S.C. § 1157, or (iv) Asylee under 8 U.S.C. § 1158, or be eligible to obtain the required authorizations from the U.S. Department of State. Learn more about the ITAR here .