Director of Pricing and Packaging

The role

You will lead the strategy for packaging, pricing, and monetizing products across product-led and sales-led growth motions. You will develop a pricing and packaging architecture and lead a small team to drive customer value and profitable growth.

What you will do

• Define and lead company-wide pricing and packaging strategy across motions, segments, portfolios, and geographies.
• Design next generation packaging and monetization architecture for products including AI-powered capabilities.
• Build business cases and financial models to evaluate pricing and packaging opportunities.
• Partner with Product, Finance, Sales, Marketing, Data Science, and Operations leaders to execute plans.
• Advise senior executives on monetization decisions using quantitative and qualitative evidence.
• Establish pricing and packaging governance, operating rhythms, performance metrics, and experimentation practices.
• Lead, develop, and inspire a small team of pricing and packaging professionals.

Required qualifications

• 10+ years of experience in pricing, packaging, monetization, growth strategy, strategic finance, product strategy, management consulting, or a related discipline, including substantial experience in B
• 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.
• Experience building pricing business cases and financial models.
• 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.
• People-management experience, including hiring, coaching, and developing high-performing team members.

Nice to have

• Experience leading a major pricing or packaging transformation for a multi-product or global SaaS company.
• Experience developing monetization strategies for AI-powered products, including evaluating inference or infrastructure costs, usage economics, value metrics, and margin implications.
• Experience managing the intersection of self-serve, enterprise, and partner-led offerings within a shared product portfolio.
• Experience with pricing research and experimentation methods such as conjoint analysis, willingness-to-pay research, price elasticity analysis, customer segmentation, or controlled testing.

About the company

Dropbox is a company expanding its sales-led business and building for the AI era.