Director of Pricing and Packaging

Dropbox

. Lead Dropbox’s company-wide pricing and packaging strategy across PLG and SLG motions, customer segments, product portfolios, and geographies .

Posted 11/3/2026full-timeRemote • United StatesLead💰 $202,600 - $342,700 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Expertise in developing and implementing pricing and packaging strategies for B2B SaaS, with a strong focus on AI-powered products and monetization models. Proven ability to lead cross-functional teams and influence executive decisions to drive business growth and customer value.

Highest-signal resume keywords

Pricing Strategy DevelopmentMonetization Architecture DesignFinancial ModelingPeople ManagementB2B SaaS Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Pricing StrategyPackaging StrategyFinancial ModelingBusiness Case DevelopmentAI Monetization ModelsSaaS Pricing ModelsCustomer SegmentationConjoint AnalysisWillingness-To-Pay ResearchPrice Elasticity Analysis

Soft Skills

Influencing Executive DecisionsCross-Functional CollaborationTeam LeadershipCoachingCommunication

Industry Keywords

B2B SaaSGrowth StrategyProduct-Led GrowthSales-Led GrowthCustomer JourneyUnit EconomicsRevenue ImpactExperimentation PracticesGovernancePerformance Metrics

About the role

Key responsibilities & impact

Lead Dropbox’s company-wide pricing and packaging strategy across PLG and SLG motions, customer segments, product portfolios, and geographies
Design the next generation of Dropbox’s packaging and monetization architecture, including AI-powered products and capabilities
Build business cases and financial models evaluating demand, willingness to pay, competitive dynamics, usage patterns, unit economics, and customer and revenue impacts
Partner with Product, Finance, Sales, Marketing, Data Science, and Operations leaders on research, experimentation, rollout, enablement, measurement, and iteration
Advise senior executives by synthesizing quantitative and qualitative evidence into recommendations, tradeoffs, and decision frameworks
Establish pricing and packaging governance, operating rhythms, performance metrics, and experimentation practices
Lead, develop, and inspire a small team of pricing and packaging professionals
Report to Head of Product Marketing and help shape Dropbox’s monetization approach, customer value, go-to-market, and long-term growth

Requirements

What you’ll need

10+ years of experience in pricing, packaging, monetization, growth strategy, strategic finance, product strategy, management consulting, or a related discipline, including substantial experience in B2B SaaS
Demonstrated experience developing and implementing pricing or packaging strategies that produced measurable business or customer outcomes
Experience with both product-led and sales-led business models, including their distinct customer journeys, routes to market, and monetization considerations
Experience building pricing business cases and financial models connecting customer behavior and willingness to pay with revenue, cost to serve, unit economics, and margin
Working knowledge of SaaS and AI monetization models, including subscription, seat-based, usage-based, consumption-based, and hybrid approaches
Demonstrated ability to influence executive-level decisions and align senior cross-functional stakeholders around complex, high-impact initiatives
People-management experience, including hiring, coaching, and developing high-performing team members
Preferred: Experience leading a major pricing or packaging transformation for a multi-product or global SaaS company
Preferred: Experience developing monetization strategies for AI-powered products, including inference or infrastructure costs, usage economics, value metrics, and margin implications
Preferred: Experience managing self-serve, enterprise, and partner-led offerings within a shared product portfolio
Preferred: Experience with pricing research and experimentation methods such as conjoint analysis, willingness-to-pay research, price elasticity analysis, customer segmentation, or controlled testing