SaaS Pricing & Profitability Model — Usage-Based Costs + a Revenue-Share Partner

We're an early-stage B2B healthcare SaaS, about to set pricing and go to market. We want to get the economics right from day one so we're durably profitable with healthy cash flow — not just revenue that looks good on paper. We're looking for a senior SaaS finance person (fractional CFO / FP&A / pricing) to build our financial model and pricing strategy, and to pressure-test our assumptions. We want someone with genuine financial skepticism — tell us where this DOESN'T work; don't flatter us. Two things make this a real modeling problem, not a template: 1) Usage-based costs. Our main variable cost is a per-transaction usage cost that scales with volume (roughly $0.70–$2.00 per transaction today), and customers vary a lot in how much they use — so flat pricing could quietly lose us money on heavy users. There's also a fixed platform cost we'll share privately. 2) A partner profit-share, paid MONTHLY. We have a referral/marketing partner who earns a share of net profit — roughly ~50% on customers she refers and a smaller ~5% on the rest — paid out every month, where net profit = revenue minus a defined "cost to serve." Our pricing and cash flow must stay healthy AFTER that monthly payout. Modeling its impact, and pressure-testing the "cost to serve" definition, is central to this job. (Full terms shared under NDA once we engage.) We're pre-launch, so we need a bottom-up model with clear, defensible assumptions — focused on profitability and cash flow, not speculative growth metrics. WHAT WE NEED YOU TO DELIVER: 1. Bottom-up unit economics — cost-to-serve and margin PER CUSTOMER, across usage levels (low / medium / heavy user), so we see where we make money and where we don't. 2. Pricing recommendation — the right structure (flat tiers, per-transaction, hybrid, minimums + overages) AND actual price points that stay profitable after the monthly partner split. Tell us what to charge and why. 3. Partner profit-split analysis — how the monthly payout flows through our margins and cash; confirm no customer runs at a loss; recommend how "cost to serve" should be defined and trued-up so the split is fair and protects us. 4. P&L + cash-flow model — monthly, showing WHEN we're profitable and that cash flow stays healthy each month after covering usage costs AND paying the partner. 5. Scenario & sensitivity analysis — on the levers that actually matter: usage/volume per customer, price, cost-per-transaction, and referred-vs-non-referred mix. Best / base / worst case. 6. Downside stress-test + protections — where we lose money, and the guardrails (price floors, volume tiers/overages, cost-to-serve terms) that prevent it. This is the "skeptic" deliverable — we want the uncomfortable truths. 7. A decision-ready summary — recommended pricing, target margins, and guardrails, in plain English we can act on. Deliver a clean, well-documented model (assumptions clearly separated and editable) plus a short written summary. YOU'RE A FIT IF YOU HAVE: - Real SaaS financial modeling / FP&A / fractional-CFO experience (show sanitized examples). - Strong grasp of SaaS pricing and unit economics (tiers, usage-based, contribution margin, cash flow). - Comfort with usage-based / consumption-cost COGS (AI, cloud, telephony, or similar). - Intellectual honesty — you push back and stress-test rather than tell us what we want to hear. - Nice to have: healthtech exposure; experience modeling revenue-share / partner economics. We'll share exact costs and the full partner agreement under a simple NDA once we shortlist.