Principal Product Manager, Security Pricing and Packaging – Security Solutions

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

📋 Description

• Take charge of how Elastic Security is packaged, priced, and marketed on Elastic Cloud Serverless.

• Establish security tiers, feature entitlements, usage meters, bundles, and add-ons.

• Evaluate pricing strategies against customer demand and cost of goods sold (COGS), providing recommendations to senior executives.

• Collaborate with the Platform team and Finance to model costs of security features and determine pricing requirements prior to feature launches.

• Advance Security on Serverless from initial concept through to renewal, encompassing workloads, migrations, expansions, and retention efforts.

• Specify search configurations, data tiers, and retention policies for security applications.

• Ensure alignment in tenant-level packaging with the Product Manager for Managed Security Service Providers (MSSP) and multi-tenancy.

• Streamline packaging, sizing, and pricing estimators, tracking the time required for a reliable quote.

• Draft Product Requirement Documents (PRDs) and Product FAQs (PRFAQs), leading the delivery across Security Engineering, Serverless Platform, Billing and Metering, and Cloud Operations.

• Create pricing frameworks and reviews for Security Product Managers, Product Marketing, and Solutions Architects.

• Analyze customer willingness to pay while keeping an eye on competitor security-platform packaging and pricing strategies.

• Assist the field team in determining the most suitable deployment options: Serverless, hosted, or self-managed.

• Implement token-based, credit-based, and per-action or outcome pricing models for AI functionalities.

⛳️ Requirements

• Educational background is flexible.

• Proven leadership in end-to-end pricing and packaging for a SaaS or cloud-based product.

• Required experience with usage-based or consumption pricing models.

• Experience in simplifying complex pricing structures is essential.

• Capability to demonstrate results in revenue, margin, or adoption metrics.

• Product experience in SIEM, XDR, endpoint, cloud security, or security operations platforms is advantageous.

• Background as a SOC analyst, detection engineer, or security architect is a plus.

• Familiarity with COGS, gross margin, and Annual Recurring Revenue (ARR) modeling.

• Ability to collaborate with Finance to build forecasts.

• Understanding of multi-tenant cloud services and how architectural decisions affect costs.

• Proficiency in interpreting technical designs.

• Ability to lead through influence within a matrixed, remote-first organization.

• Capacity to work asynchronously and adapt to shifting priorities.

• Skills to present pricing strategies to a Chief Information Security Officer (CISO) and procurement teams.

• Experience in supporting deals as a product expert.

• Proficiency in writing PRDs, pricing proposals, and executive summaries.

• Ability to leverage AI tools for pricing analysis and cost modeling.

• 7 to 10 years of product management experience, with a significant focus on security or cloud data products.

• Experience with a security vendor, cloud data platform, or organizations transitioning customers from licensed to consumption pricing is an advantage.

🏝️ Benefits

• Eligibility for stock program participation.

• Company-matched 401(k) plan with dollar-for-dollar matching up to 6% of eligible earnings.

• Health coverage available for you and your family in various locations.

• Flexible work locations and schedules for many positions.

• Generous vacation policy each year.

• Donation and service matching up to $2,000 or the local currency equivalent.

• Up to 40 hours annually for volunteer activities.

• Minimum of 16 weeks of parental leave.

• Commitment to equal opportunity and an inclusive culture.

• Accessibility accommodations available during the application or recruitment process.