Director of Pricing and Packaging

🔥 21 hours ago

🇺🇸 United States – Remote

💵 $202.6k - $342.7k / year

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

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Dropbox

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2007

💼 Consulting

🏭 Manufacturing

📦 Logistics

Consulting • Manufacturing • Logistics

Dropbox is a cloud-based service that provides tools for storing, sharing, and accessing files across devices. It offers features such as document sharing, video review, automatic backups, and AI-driven scheduling. Dropbox also provides solutions for different sectors like teams, sales, marketing, and education, and industries including construction, media, technology, and manufacturing. With a focus on security, Dropbox ensures files are encrypted and protected against tampering. It offers integrations with various productivity tools and is trusted by major companies for efficient file management and collaboration.

📋 Description

• Lead Dropbox’s company-wide pricing and packaging strategy across PLG and SLG motions, customer segments, product portfolios, and geographies • Design the next generation of Dropbox’s packaging and monetization architecture, including AI-powered products and capabilities • Build business cases and financial models evaluating demand, willingness to pay, competitive dynamics, usage patterns, unit economics, and customer and revenue impacts • Partner with Product, Finance, Sales, Marketing, Data Science, and Operations leaders on research, experimentation, rollout, enablement, measurement, and iteration • Advise senior executives by synthesizing quantitative and qualitative evidence into recommendations, tradeoffs, and decision frameworks • Establish pricing and packaging governance, operating rhythms, performance metrics, and experimentation practices • Lead, develop, and inspire a small team of pricing and packaging professionals • Report to Head of Product Marketing and help shape Dropbox’s monetization approach, customer value, go-to-market, and long-term growth

🎯 Requirements

• 10+ years of experience in pricing, packaging, monetization, growth strategy, strategic finance, product strategy, management consulting, or a related discipline, including substantial experience in B2B SaaS • Demonstrated experience developing and implementing pricing or packaging strategies that produced measurable business or customer outcomes • Experience with both product-led and sales-led business models, including their distinct customer journeys, routes to market, and monetization considerations • Experience building pricing business cases and financial models connecting customer behavior and willingness to pay with revenue, cost to serve, unit economics, and margin • Working knowledge of SaaS and AI monetization models, including subscription, seat-based, usage-based, consumption-based, and hybrid approaches • Demonstrated ability to influence executive-level decisions and align senior cross-functional stakeholders around complex, high-impact initiatives • People-management experience, including hiring, coaching, and developing high-performing team members • Preferred: Experience leading a major pricing or packaging transformation for a multi-product or global SaaS company • Preferred: Experience developing monetization strategies for AI-powered products, including inference or infrastructure costs, usage economics, value metrics, and margin implications • Preferred: Experience managing self-serve, enterprise, and partner-led offerings within a shared product portfolio • Preferred: Experience with pricing research and experimentation methods such as conjoint analysis, willingness-to-pay research, price elasticity analysis, customer segmentation, or controlled testing

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