Principal Product Manager – Pricing & Monetization

Principal Product Manager – Pricing & Monetization

• 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.

As Principal PM for Pricing & Monetization you will own the strategy and execution of SmartBear’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 SmartBear 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.

What you will do:

• 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.

About the Role:

• Define and own SmartBear’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.

Reporting Line:

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

We are looking for you if you have:

• 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 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 the SmartBear crew:

• 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.

Did you know?

• Our main goal at SmartBear is to make our technology-driven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville MA with offices across the world including Galway Ireland Bath UK Wroclaw Poland Ahmedabad and Bangalore India.
• We’ve won major industry (product and company) awards including B2B Innovators Award Content Marketing Association IntellyX Digital Innovator and BuiltIn Best Places to Work.

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.

What We Do

SmartBear delivers application integrity for modern tech stacks ensuring continuous measurable assurance that software just works as intended – with governance to operate at AI speed and scale. SmartBear offers deep test automation API lifecycle management and observability capabilities. With integrations across the SDLC it sets a new quality standard for application delivery teams. SmartBear is trusted by more than 16 million developers testers and software engineers across 32000 organizations including 75% of the largest financial institutions and industry leaders such as Adobe JetBlue and Microsoft. SmartBear’s best-loved brands include Swagger TestComplete Reflect QMetry Zephyr and more. As stewards of a collaborative open source community SmartBear meets customers where they are to make our technology-driven world a better place.

Why Work With Us

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

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