Principal Product Manager, Revenue Capture

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Docker, Inc

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At Docker, we simplify the lives of developers who are making world-changing apps. Docker helps developers bring their ideas to reality by conquering the complexity of app development. We simplify and accelerate workflows with an integrated development pipeline and application components. Actively used by millions of developers around the world, Docker Desktop and Docker Hub provide unmatched simplicity, agility and choice.

51 - 200 employees

💰 $105M Series C on 2022-03

📋 Description

• Own the Monetization Model: Define and own the overarching pricing, packaging, and monetization strategy for all products to align with value delivery and maximize revenue. • Drive In-Product Revenue: Design, instrument, and iterate on in-product upgrade and graduation experiences to drive self-serve conversion and expansion. • Establish Pricing & Value Metrics: Lead market research, customer interviews, and quantitative analysis to establish value metrics and price points that ensure competitive advantage and optimal value exchange. • Manage Packaging and Feature Tiers: Define and maintain clear, differentiated product packages that align features, usage limits, and support with customer segments (SMB, Mid-Market, Enterprise). • Experimentation & Optimization: Own the experimentation roadmap (A/B testing) for all pricing and packaging changes and in-product upgrade flows, rigorously measuring impact on conversion, average revenue per account, and churn. • Cross-Functional Leadership: Partner closely with Finance on forecasting and margin analysis, Sales on pricing exceptions and enablement, Product on feature rollout and gating, and Data Science on usage and LTV modeling. • Define and Instrument KPIs: Establish and report on key metrics for revenue capture, including Self-Serve ARR, Upgrade Conversion Rate, Average Revenue per Account by Segment, and Net Dollar Retention.

🎯 Requirements

• 10+ years of experience in Product Management, with a significant focus (5+ years) on Growth, Monetization, or Revenue Product in the SaaS industry. • Deep expertise in SaaS monetization models (freemium, usage-based, subscription) and a proven track record of successfully launching, iterating, and scaling pricing and packaging changes that drove measurable revenue lift. • Principal-level experience owning the strategy and execution of a complex, cross-organizational domain, operating with high autonomy and influencing executive leadership. • Exceptional analytical skills with a strong background in data-driven decision-making, financial modeling, and using A/B testing/experimentation to optimize conversion funnels. • Comfortable operating at the business layer, translating complex product value into simple, compelling, and financially sound pricing structures. • Skilled at working collaboratively with Finance, Sales, Marketing, and Engineering teams, acting as the central hub for all monetization decisions. • Strong communication and presentation skills, able to clearly articulate complex strategic recommendations to all levels of the organization, including the executive team.

🏖️ Benefits

• Freedom & flexibility; fit your work around your life • Designated quarterly Whaleness Days • Home office setup; we want you comfortable while you work • 16 weeks of paid Parental leave • Technology stipend equivalent to $100 net/month • PTO plan that encourages you to take time to do the things you enjoy • Quarterly, company-wide hackathons • Training stipend for conferences, courses and classes • Equity; we are a growing start-up and want all employees to have a share in the success of the company • Docker Swag • Medical benefits, retirement and holidays vary by country