SmartBear

SmartBear

Principal Product Manager – Pricing & Monetization

Somerville, Massachusetts, United States · Principal

Sponsorship not specified$189k-$210kDetected 71 days ago
PythonOpenAPIMachine LearningData AnalysisLLMsContent MarketingFinancial ModelingExcelTest AutomationLeadershipCollaborationPublic Speaking

About the role

  • This role reports to the Chief Product & Technology Officer and operates as a high-impact individual contributor with significant cross-functional influence.

Responsibilities

  • Own the pricing model architecture across the portfolio, including defining value metrics and pricing structures.
  • Lead the SaaS to consumption transition, including migration strategy, customer segmentation, and revenue optimization.
  • Build and apply AI-driven pricing models to simulate scenarios, test hypotheses, and inform monetization strategy.
  • Partner with PMM, Finance, Sales, Engineering, and Data to operationalize pricing models through systems, processes, and governance.
  • Lead the strategy and execution of SmartBear's transition from seat-based SaaS to AI-informed, consumption-based pricing models across a multi-product portfolio.
  • Own monetization architecture including pricing models, value metrics, and revenue mechanics impacting ARR and NRR.
  • Partner cross-functionally with Product Marketing, Finance, Sales, and Data to design scalable, data-driven pricing strategies in a PE-backed environment.
  • Define and own SmartBear's consumption pricing strategy across the product portfolio, identifying optimal value metrics (e.g., API calls, test runs, usage-based signals).
  • Partner with senior leadership and PE stakeholders, contributing to board-level discussions and presenting monetization strategy and performance.
  • Demonstrable experience and success in pricing, and monetization, focused on SaaS pricing model design.

Requirements

  • Proven track record leading SaaS-to-consumption or usage-based pricing transformations.
  • Experience in multi-product or PE-backed SaaS environments where pricing decisions span a product family.
  • Experience working in or alongside a PMM organization with a clear PM/PMM ownership split on pricing vs. packaging.
  • Experience presenting monetization strategy to C-suite or PE board audiences.

Skills

  • Establish pricing frameworks including rate cards, discounting structures, and monetization inputs in partnership with Finance and Sales.
  • Background in developer tools, API platforms, testing, or observability.

Compensation

  • Our compensation philosophy is grounded in market competitiveness, internal equity, and rewarding impact.

Benefits

  • You will use AI-powered modeling and rigorous data analysis to drive decisions that directly impact ARR, NRR, and long-term monetization health.

Company info

  • We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically - the whole person.
  • We've won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.
  • We are guided by a People and Culture organization - an important distinction for us.
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This listing is sourced directly from SmartBear's careers page and normalized into a canonical job model.