Remote opportunity at
DropboxDirector of Pricing and Packaging
Dropbox seeks a Director of Pricing and Packaging to spearhead its global monetization strategy across product-led and sales-led growth frameworks. Reporting directly to the Head of…
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About This Role
Dropbox seeks a Director of Pricing and Packaging to spearhead its global monetization strategy across product-led and sales-led growth frameworks. Reporting directly to the Head of Product Marketing, the incumbent will oversee a compact team and collaborate closely with product, finance, sales, marketing, and data science units, as well as executive leadership. This role centers on shaping the company's pricing architecture, developing monetization approaches for AI-era offerings, and driving durable…
Job Description
Dropbox seeks a Director of Pricing and Packaging to spearhead its global monetization strategy across product-led and sales-led growth frameworks. Reporting directly to the Head of Product Marketing, the incumbent will oversee a compact team and collaborate closely with product, finance, sales, marketing, and data science units, as well as executive leadership. This role centers on shaping the company's pricing architecture, developing monetization approaches for AI-era offerings, and driving durable revenue growth while balancing customer value, unit economics, and profit margins. It suits an experienced strategist capable of translating complex quantitative models into high-level corporate decisions.
Dropbox operates as a remote employer for this position, providing a salary range of USD 202,600 to 342,700 per year depending on geographical zone within the United States. Responsibilities include formulating organization-wide monetization frameworks, building rigorous financial business cases, and establishing experimentation practices across multiple customer segments and geographies.
Responsibilities
- Formulate and direct company-wide pricing and packaging strategies across sales-led and product-led motions, various customer segments, product portfolios, and global regions.
- Design future packaging and monetization structures for AI-enabled capabilities while balancing customer value, adoption rates, revenue outcomes, cost to serve, and profit margins.
- Construct financial models and business cases that assess monetization opportunities by factoring in demand, willingness to pay, competitive behavior, usage patterns, and unit economics.
- Collaborate with leaders across product, finance, sales, marketing, data science, and operations to turn strategy into execution plans encompassing research, testing, rollouts, and measurement.
- Present executive leadership with quantitative and qualitative findings, strategic recommendations, and decision frameworks for high-stakes monetization choices.
- Set up governance procedures, performance metrics, operating rhythms, and experimentation protocols to accelerate decision-making speed and quality.
- Direct, hire, and mentor a small team of monetization professionals while scaling broader organizational capabilities.
Requirements
- Possess at least 10 years of professional background in pricing, monetization, growth strategy, strategic finance, product strategy, management consulting, or an associated field, with substantial experience in B2B SaaS.
- Demonstrate a track record of creating and executing pricing or packaging strategies that yielded measurable business and customer results.
- Show familiarity with both product-led and sales-led business models, including their unique customer paths and go-to-market considerations.
- Have experience building financial models connecting user behavior and willingness to pay with revenue, cost to serve, and margins.
- Hold working knowledge of SaaS and AI monetization models such as subscription, seat-based, usage-based, consumption-based, and hybrid structures.
- Demonstrate the capacity to influence executive-level choices and align senior cross-functional teams around complex initiatives.
- Bring prior people-management experience covering hiring, coaching, and developing staff.
Qualifications
- Experience directing a primary pricing or packaging overhaul for a multi-product or international SaaS enterprise.
- Background in formulating monetization approaches for AI-driven products, covering inference or infrastructure costs, usage economics, and value metrics.
- Experience overseeing the intersection of self-serve, enterprise, and partner-driven offerings within a shared product lineup.
- Familiarity with pricing research and testing techniques including conjoint analysis, willingness-to-pay studies, price elasticity evaluations, customer segmentation, and controlled testing.
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is the Director of Pricing and Packaging role remote?
Yes, the posting specifies that the position is remote.
What is the salary range for this position?
The annual salary ranges from USD 202,600 to 342,700, varying by US geographic zones.
How many years of experience are required?
Candidates must have at least 10 years of experience in pricing, packaging, monetization, growth strategy, strategic finance, product strategy, management consulting, or a related discipline, including substantial B2B SaaS experience.
Who does this role report to?
The Director of Pricing and Packaging reports to the Head of Product Marketing.
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