Director of Product Management, Pricing & Monetization

Confluent is pioneering the way data moves and is utilized, and they are seeking a Director of Product Management for Pricing and Monetization. This role involves designing and optimizing pricing models, collaborating with cross-functional teams, and driving product adoption and growth strategies.

Responsibilities:

• Drive pricing strategy: Work closely across product, engineering, finance, and sales teams to understand our value proposition and differentiation, technical specifications, and cost implications, and translate them into optimized pricing and monetization strategies
• Build compelling offers: Leverage pricing & packaging best practices to accelerate growth and new product areas while aligning with customer preferences & buying motions across target segments. This includes both Product-Led Growth (PLG) and Enterprise sales motions
• Oversee billing platform foundations (e.g., Metronome) to support pricing and monetization across the product suite, working with Engineering and Finance to implement scalable and flexible billing models and capabilities
• Collaborate on Product GTM: Lead product pricing and monetization initiatives for product and solution launches, ensuring enablement for GTM teams and stakeholders. Build go-to-market strategies and drive execution of cross-functional efforts based on in-depth analysis of market drivers, target audiences, and competitive landscape
• Craft compelling messaging: Connect technical products and features to customer pain points and articulate their business value, including TCO comparisons. Develop messaging and positioning that effectively conveys our value and differentiation, specifically around pricing and monetization. Lead content strategy to ensure pricing-related materials—web, docs, and sales enablement—are compelling and current
• Build financial projections: Establish product adoption and growth assumptions to inform financial planning, including revenue growth, margins, TAM forecasts, and more
• Gather insights & assess impact: Present at internal and external events, interact with customers and partners, and gather both qualitative and quantitative insights to refine strategy. Measure, analyze, and evaluate the effectiveness of pricing and monetization strategies against key business metrics
• Support deal strategy: Develop and implement deal and discounting strategies as part of the overall pricing strategy. Maintain internal and external documentation related to pricing best practices and governance
• Collaborate on competitive benchmarking: Work across internal teams and conduct external research to plan and execute enablement around competitive positioning and new product launches, with a focus on pricing and monetization
• Manage and lead a team of ~4-5 PMs to plan and execute across the above roles & responsibilities

Requirements:

• 8-10+ years of product management or equivalent experience, with a focus on pricing, monetization, and/or GTM strategy, and at least 2+ years in a leadership role
• Deep understanding of pricing & packaging best practices and tooling (e.g., Metronome), particularly with more technical products around data/cloud infrastructure and consumption-based business models
• Strong analytical and problem-solving skills, with distinctive strategic thinking and analytical capabilities (Excel required, SQL/R nice-to-have)
• Experience in enterprise software or SaaS industry is a must-have, with a blend of product, strategy, analytics, and marketing/GTM skills in a B2B and cloud/consumption business model
• Bachelor's Degree required; Computer Science / Engineering / technical undergrad degree highly preferred. MBA or top-tier management consulting experience is a plus
• Proven ability to collaborate effectively across cross-functional teams, building trusted relationships with senior stakeholders
• Excellent communication and presentation skills, with experience writing for both technical and executive audiences and synthesizing key takeaways from complex/ambiguous data
• Strong ownership mindset and ability to take an '80/20' approach to moving a solution forward for ambiguous problems
• Lead and mentor a high-performing team, ensuring alignment on objectives and empowering them to deliver exceptional results
• SQL/R nice-to-have
• Computer Science / Engineering / technical undergrad degree highly preferred
• MBA or top-tier management consulting experience is a plus