Principal Product Manager - Pricing & Monetization Somerville, Massachusetts, United States

Job Location Somerville, Massachusetts, United States Overview SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software works as intended while operating at AI speed and scale. At SmartBear, you will solve a critical challenge: ensuring the integrity of software in an AI‑driven world. As a member of a dynamic team, you will shape the future of software quality for organizations worldwide. 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 the monetization architecture, including pricing models, value metrics, and revenue mechanics that impact 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, 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. Design pricing structures including consumption, hybrid, committed use, and outcome‑based models, modeling financial and customer impact. Establish pricing frameworks including rate cards, discounting structures, and monetization inputs in partnership with Finance and Sales. Lead the application of AI and LLM‑driven approaches to pricing, building advanced models to simulate elasticity, cohort behavior, and revenue outcomes. Partner with senior leadership and PE stakeholders, contributing to board‑level discussions and presenting monetization strategy and performance. Reporting Line This role reports to the Chief Product & Technology Officer and operates as a high‑impact individual contributor with significant cross‑functional influence. Qualifications 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) and proven ability to use AI to model and improve pricing models; strong financial modeling skills with proficiency in Excel or Sheets. 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. Experience presenting monetization strategy to C‑suite or PE board audiences. Why you should join You can grow your career at every level. We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun. We love celebrating our SmartBears; we even encourage our crew to take their birthdays off. We are guided by a People and Culture organization – an important distinction for us. We think about our team holistically, the whole person. We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes. Compensation Your total rewards compensation package includes base salary and may also include a performance bonus plan. 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 SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. 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. #J-18808-Ljbffr SmartBear Software