Senior Product Manager – Pricing, Monetization, Billing Systems

Job Description:

• 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.
• 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.

Requirements:

• 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.

Benefits:

• equity
• company bonus or sales commissions/bonuses
• 401(k) plan
• at least 10 paid holidays per year
• flex PTO
• 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

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