Principal Product Manager - Pricing & Monetization

Principal Product Manager – Pricing & Monetization

• Lead the strategy and execution of Smart Bear’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.

As Principal PM for Pricing & Monetization, you will own the strategy and execution of Smart Bear’s transition from seat-based SaaS licensing to consumption-based models — across a multi-product portfolio in a PE-backed, growth-focused environment.

You will own the monetization architecture: the pricing models, value metrics, financial structures and revenue mechanics that underpin how Smart Bear captures value. You will use AI-powered modeling and rigorous data analysis to drive decisions that directly impact ARR, NRR, and long‑term monetization health. You’ll work without direct reports but with significant cross‑functional authority, presenting regularly to senior leadership and PE sponsors.

This role is focused on designing monetization systems and pricing architecture at scale.

• 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.

• Define and own Smart Bear’s consumption pricing strategy across the product portfolio, identifying optimal value metrics (e.g., API calls, test runs, usage‑based signals).
• 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 transition from seat‑based SaaS to consumption models, including migration strategies, customer segmentation, and risk mitigation.
• Lead the application of AI and LLM‑driven approaches to pricing, including building advanced models to simulate elasticity, cohort behavior, and revenue outcomes, and using AI to accelerate decision‑making and competitive insight generation.
• Partner with senior leadership and PE stakeholders, contributing to board‑level discussions and presenting monetization strategy and performance.

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

• 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 Strong financial modeling skills with proficiency in Excel/Sheets and familiarity.
• 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…