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