Principal Product Manager - Pricing & Monetization

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

Responsibilities

• 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.

Benefits

Additional Information

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 32,000 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. Learn more at www.smartbear.com , or follow us on LinkedIn, X, and Reddit. 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 the future of software quality for organizations worldwide. Join us in our mission. 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.

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