Director of Pricing and Packaging

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee Dropbox’s comprehensive pricing and packaging strategy across product-led growth (PLG) and sales-led growth (SLG) approaches, diverse customer segments, product portfolios, and geographical areas.

• Develop the next iteration of Dropbox’s packaging and monetization framework, incorporating AI-driven products and functionalities.

• Create business cases and financial models that assess demand, pricing willingness, competitive factors, usage trends, unit economics, and impacts on customers and revenue.

• Collaborate with leaders from Product, Finance, Sales, Marketing, Data Science, and Operations on research, experimentation, implementation, enablement, measurement, and iterative processes.

• Counsel senior executives by distilling quantitative and qualitative data into recommendations, trade-offs, and decision-making frameworks.

• Establish governance for pricing and packaging, including operational rhythms, performance metrics, and experimentation methodologies.

• Lead, nurture, and motivate a small team of pricing and packaging specialists.

• Report directly to the Head of Product Marketing and contribute to shaping Dropbox’s monetization strategy, customer value proposition, market approach, and long-term growth objectives.

⛳️ Requirements

• Over 10 years of experience in pricing, packaging, monetization, growth strategy, strategic finance, product strategy, management consulting, or a related field, with significant experience in B2B SaaS environments.

• Proven track record of developing and executing pricing or packaging strategies that yielded measurable business or customer results.

• Familiarity with both product-led and sales-led business models, including their unique customer journeys, market entry strategies, and monetization aspects.

• Experience in constructing pricing business cases and financial models that link customer behavior and willingness to pay with revenue generation, service costs, unit economics, and profit margins.

• Practical knowledge of SaaS and AI monetization frameworks, such as subscription models, seat-based, usage-based, consumption-based, and hybrid approaches.

• Demonstrated capability to sway executive-level decisions and align senior cross-functional stakeholders on complex, impactful initiatives.

• Experience in people management, including recruiting, coaching, and developing high-performing team members.

• Preferred: Leadership experience in a significant pricing or packaging transformation for a multi-product or global SaaS organization.

• Preferred: Experience in formulating monetization strategies for AI-driven products, addressing inference or infrastructure costs, usage economics, value metrics, and margin effects.

• Preferred: Management of self-serve, enterprise, and partner-led offerings within a unified product portfolio.

• Preferred: Expertise in pricing research and experimentation techniques such as conjoint analysis, willingness-to-pay studies, price elasticity assessments, customer segmentation, or controlled testing.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health, dental, and vision insurance.

• Generous vacation policy and flexible work arrangements.

• Opportunities for professional development and growth.

• Collaborative and inclusive work environment.