Senior Product Manager - Pricing, Monetization and Billing Systems

As a Pricing Monetization and Billing Systems Product Manager at Apollo.io you will drive revenue growth by optimizing pricing packaging and billing capabilities. You’ll define how Apollo monetizes transacts and scales globally — leading initiatives that blend strategic pricing with robust billing infrastructure.

In addition to pricing and growth responsibilities you will act as the product manager for Apollo’s billing platform (built on Stripe) — defining and scaling capabilities across SKU catalog management discounting subscription and invoicing workflows billing schedules and pricing model flexibility . This role combines strategic influence analytical rigor and deep systems thinking. You’ll collaborate cross-functionally to design experiments evolve our monetization architecture and ensure Apollo’s pricing and billing foundation supports rapid sustainable growth.

Responsibilities:

Pricing and Monetization • Design and Launch Pricing & Packaging Capabilities: Own pricing and packaging initiatives end-to-end — define requirements partner with engineering and monitor business KPIs such as ARR ARPU ARPA and NDR. • Lead Monetization Experiments: Design and run A/B tests to optimize pricing feature gating freemium-to-paid conversion upsell flows and trial experiences. • Drive Data-Driven Decisions: Use analytics (SQL Amplitude Looker) and customer research to measure and understand the revenue impact of pricing and packaging changes. • Build Pricing Infrastructure and Governance: Create frameworks for SKU hierarchy discounting logic offer rationalization and pricing governance to ensure consistency across teams. • Inform Strategy through Market and Customer Insights: Conduct competitive pricing analysis Win/Loss research and Voice-of-Customer studies to inform monetization direction. • Partner on Go-to-Market Execution: Collaborate with sales marketing enablement and finance to operationalize pricing changes build pricing tools and deliver internal training. • Influence and Communicate Effectively: Present monetization strategies and tradeoffs to executive leadership ensuring alignment across product finance and GTM teams.

Billing Systems and Platform Ownership • Own Apollo’s Billing Platform: Define and evolve Apollo’s end-to-end billing capabilities across one-time and recurring billing subscriptions invoicing discounts bundles and SKU catalog. • Partner with Engineering to Build Scalable Billing Systems: Translate business needs into product requirements that enable flexible billing runs pricing schedules and recurring/one-time models on Stripe. • Build Advanced Billing Models: Implement pricing constructs such as tiers ramps bundles and usage-based components in a unified billing architecture. • Enable Usage-Based and Entitlement Billing: Define requirements for metering usage tracking and entitlement systems to support future pricing models. • Create a Long-Term Vision: Establish a 2–3 year roadmap for Apollo’s billing and monetization capabilities — balancing innovation with system scalability. • Champion a Platform Mindset: Build extensible systems that support multiple revenue motions (self-serve rep-driven enterprise) and integrate seamlessly with downstream finance and analytics. • Support Change Management: Lead customer and system migrations during pricing or billing transitions ensuring accuracy compliance and minimal disruption. • Stay Ahead of Industry Trends: Continuously evaluate best practices in SaaS billing monetization models and pricing infrastructure to keep Apollo’s platform future-ready.

Qualifications & Experience:

• 6+ years of experience in Product Management preferably in Monetization Billing Systems Pricing or Product-Led Growth (PLG) at a B2B SaaS company. • Hands-on experience with Stripe or similar billing platforms including subscription logic invoicing discounting and pricing APIs. • Proven success building B2B billing products for one-time and recurring use cases including pricing models billing runs/schedules and subscription management ramps tiers bundles usage-based pricing etc. • Deep understanding of how B2B SaaS businesses transact — from self-serve purchases to enterprise contracts renewals and expansions. • Demonstrated ability to build pricing governance and infrastructure ensuring clarity and consistency across offers. • Financial acumen: experience with profitability modeling unit economics and forecasting revenue impact of pricing decisions. • Strong analytical and research skills; experienced with both quantitative (SQL Looker Amplitude) and qualitative (VoC interviews market studies) methods. • Proven ability to lead cross-functional alignment with engineering finance GTM and leadership teams. • Excellent communication and storytelling skills — able to influence and drive consensus on complex pricing and system topics. • Highly curious structured and execution-oriented; comfortable operating in fast-paced high-growth environments.

The listed Pay Range reflects base salary range except for sales roles the range provided is the role’s On Target Earnings ('OTE') range meaning that the range includes both the sales commission/sales bonus targets and annual base salary for the role. This pay range may be inclusive of several career levels at Apollo and will be narrowed during the interview process based on a number of factors including the candidate’s experience qualifications and location. Applicants interested in this role and who are not located in the US may request the annual salary range for their location during the interview process.

Additional benefits for this role may include equity; company bonus or sales commissions/bonuses; 401(k) plan; at least 10 paid holidays per year flex PTO and parental leave; employee assistance program and wellbeing benefits; global travel coverage; life/AD&D/STD/LTD insurance; FSA/HSA and medical dental and vision benefits.

Annual Pay Range

$187000—$240000 USD