Principal Product Manager – Pricing & Monetization

About the role

At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide. Join us in our mission.

Responsibilities

• 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.
• 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.
• Act as the central authority on monetization, supporting executive decision-making and board-level discussions.
• Guide complex deal structures and enterprise pricing decisions in collaboration with Sales and Deal Desk.

Requirements

• Demonstrable experience and success in pricing, and monetization, focused on SaaS pricing model design.
• Proven track record leading SaaS-to-consumption or usage-based pricing transformations.
• Strong hands-on experience leveraging AI/ML tools and LLMs to build pricing models, run scenario simulations, and drive data-informed monetization decisions.
• Deep expertise in SaaS monetization models including usage-based, hybrid, enterprise agreements, and multi-product pricing.
• Self-sufficiency in data-wrangling and data-modeling (e.g. BI skills, DB programming, or Python), Ability to demonstrate how you have successfully used AI to model and improve pricing models
• Additional experience that will set you apart
• Experience in multi-product or PE-backed SaaS environments where pricing decisions span a product family.
• Background in developer tools, API platforms, testing, or observability.
• Experience working in or alongside a PMM organization with a clear PM/PMM ownership split on pricing vs. packaging.

Qualifications

• Experience in multi-product or PE-backed SaaS environments where pricing decisions span a product family.
• Background in developer tools, API platforms, testing, or observability.
• Experience working in or alongside a PMM organization with a clear PM/PMM ownership split on pricing vs. packaging.

Skills

• Strong hands-on experience leveraging AI/ML tools and LLMs to build pricing models, run scenario simulations, and drive data-informed monetization decisions.
• Deep expertise in SaaS monetization models including usage-based, hybrid, enterprise agreements, and multi-product pricing.
• Self-sufficiency in data-wrangling and data-modeling (e.g. BI skills, DB programming, or Python).
• 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.

Benefits

• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
• We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

Pay

• The base salary range for this role is listed below. Actual compensation is determined based on several factors, including relevant experience, skills, internal equity, and geographic location.
• Estimated Base Salary Range: $189,000 - $210,000 USD

Schedule

• Flexible work options are available.