Director of Pricing and Packaging
Core
Lead the strategy for packaging, pricing, and monetization of Dropbox products across product-led and sales-led growth motions to drive customer value and profitable growth.
Role type
Director of Pricing and Packaging (Strategy & Leadership)
Builds
Holistic pricing and packaging architecture for AI-powered and traditional SaaS products
Domain
B2B SaaS, AI monetization, Product-Led Growth (PLG), Sales-Led Growth (SLG)
Required skills
Pricing strategy, Packaging strategy, Monetization strategy, Strategic finance, B2B SaaS experience, Product strategy, Business case development, Financial modeling, Cross-functional leadership, Executive influence, Team management
Preferred skills
Pricing transformation leadership, AI monetization strategy, Self-serve/enterprise/partner portfolio management, Pricing research and experimentation (conjoint analysis, willingness-to-pay, price elasticity)
Technologies
SaaS platforms, AI tools, Financial modeling software
Responsibilities
Define company-wide pricing and packaging strategy across PLG and SLG motions; Design next-generation packaging and monetization architecture for AI products; Build rigorous business cases and financial models; Partner with Product, Finance, Sales, Marketing, and Data Science leaders; Advise senior executives on high-impact monetization decisions; Establish pricing governance and operating rhythms; Lead and develop a small team of pricing professionals
Seniority
Director, hands-on IC with team leadership
