Job Description

Principal Product Manager (Pricing Strategy, Monetization, SaaS, AI) Job Overview

SmartBear is seeking a to lead the strategy and execution of its transition to AI-informed, consumption-based pricing models across a multi-product SaaS portfolio. This high-impact role involves owning the monetization architecture and driving decisions that directly impact revenue in a PE-backed, growth-focused environment.

• Lead a strategic company-wide transition from seat-based SaaS to AI-informed consumption pricing models.
• Own the entire monetization architecture, directly impacting SmartBear's ARR and NRR.
• Operate as a high-impact individual contributor with significant cross-functional influence and executive visibility.
• Apply advanced AI/ML tools to build sophisticated pricing models and drive data-informed decisions.

• A seasoned product leader with a strong background in SaaS pricing and monetization strategy.
• An expert in leading complex SaaS-to-consumption or usage-based pricing transformations.
• Proficient in leveraging AI/ML and LLMs to build and optimize pricing models and drive data-informed decisions.
• A self-sufficient data professional with strong financial modeling skills and expertise in various SaaS monetization models.
• Someone comfortable presenting strategic monetization plans to C-suite and PE board audiences.

• Lead the strategy and execution of SmartBear's transition to AI-informed, consumption-based pricing models.
• Own the monetization architecture, including pricing models, value metrics, and revenue mechanics.
• Partner cross-functionally to design and operationalize scalable, data-driven pricing strategies.
• Build and apply AI-driven pricing models to simulate scenarios and inform monetization strategy.
• Act as the central authority on monetization, guiding executive and board-level discussions.
• Guide complex deal structures and enterprise pricing decisions with Sales and Deal Desk.
• Define and own consumption pricing strategy across the product portfolio, identifying optimal value metrics.

• Demonstrable success in SaaS pricing model design and monetization.
• Proven track record leading SaaS-to-consumption or usage-based pricing transformations.
• Strong hands-on experience leveraging AI/ML tools and LLMs for pricing model development and scenario simulation.
• Deep expertise in various SaaS monetization models (usage-based, hybrid, enterprise, multi-product).
• Self-sufficiency in data-wrangling and data-modeling (e.g., BI skills, DB programming, or Python).
• Strong financial modeling skills, proficient in Excel/Sheets.
• Experience in multi-product or PE-backed SaaS environments.
• Experience presenting monetization strategy to C-suite or PE board audiences.

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