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YubHub-native raw fields carry `x-` prefix.","jobs":[{"@context":"https://schema.org","@type":"JobPosting","identifier":{"@type":"PropertyValue","name":"YubHub","value":"job_251efa46-203"},"title":"Director of Pricing and Packaging","description":"<p><strong>Role Description</strong></p>\n<p>As Director of Pricing and Packaging at Dropbox, you will lead the strategy that determines how we package, price, and monetize our products across product-led growth (PLG) and sales-led growth (SLG) motions.</p>\n<p>Reporting to Head of Product Marketing, you will lead a small team and partner closely with Product, Finance, Sales, Marketing, Data Science, and senior executives to make pricing and packaging a durable driver of customer value and profitable growth.</p>\n<p>This is a highly visible opportunity to help reinvent Dropbox’s monetization approach as we expand our sales-led business and build for the AI era.</p>\n<p>You will develop a holistic pricing and packaging architecture across products, customer segments, and routes to market,balancing customer adoption, competitive positioning, revenue growth, cost to serve, and margin.</p>\n<p>You will translate complex analysis into clear strategic choices, build alignment among senior leaders, and establish the capabilities and operating rhythms needed to make consistently strong monetization decisions.</p>\n<p>You will have significant exposure to Dropbox’s senior leadership team and the opportunity to shape some of the company’s most consequential growth decisions.</p>\n<p>Your work will directly influence how customers experience and value Dropbox, how our products go to market, and how the business grows over the long term.</p>\n<p><strong>Responsibilities</strong></p>\n<ul>\n<li>Define and lead Dropbox’s company-wide pricing and packaging strategy across PLG and SLG motions, customer segments, product portfolios, and geographies.</li>\n</ul>\n<ul>\n<li>Design the next generation of Dropbox’s packaging and monetization architecture, including approaches for AI-powered products and capabilities, while balancing customer value, adoption, revenue, cost to serve, and margin.</li>\n</ul>\n<ul>\n<li>Build rigorous business cases and financial models to evaluate pricing and packaging opportunities, incorporating demand, willingness to pay, competitive dynamics, usage patterns, unit economics, and potential customer and revenue impacts.</li>\n</ul>\n<ul>\n<li>Partner with Product, Finance, Sales, Marketing, Data Science, and Operations leaders to translate strategy into executable plans, including research, experimentation, rollout, enablement, measurement, and iteration.</li>\n</ul>\n<ul>\n<li>Advise senior executives on high-impact monetization decisions by synthesizing complex quantitative and qualitative evidence into clear recommendations, tradeoffs, and decision frameworks.</li>\n</ul>\n<ul>\n<li>Establish pricing and packaging governance, operating rhythms, performance metrics, and experimentation practices that improve the quality and speed of decision-making across Dropbox.</li>\n</ul>\n<ul>\n<li>Lead, develop, and inspire a small team of pricing and packaging professionals while expanding the organization’s broader monetization capabilities.</li>\n</ul>\n<p><strong>Requirements</strong></p>\n<ul>\n<li>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.</li>\n</ul>\n<ul>\n<li>Demonstrated experience developing and implementing pricing or packaging strategies that produced measurable business or customer outcomes.</li>\n</ul>\n<ul>\n<li>Experience with both product-led and sales-led business models, including an understanding of their distinct customer journeys, routes to market, and monetization considerations.</li>\n</ul>\n<ul>\n<li>Experience building pricing business cases and financial models that connect customer behavior and willingness to pay with revenue, cost to serve, unit economics, and margin.</li>\n</ul>\n<ul>\n<li>Working knowledge of SaaS and AI monetization models, including subscription, seat-based, usage-based, consumption-based, and hybrid approaches.</li>\n</ul>\n<ul>\n<li>Demonstrated ability to influence executive-level decisions and align senior cross-functional stakeholders around complex, high-impact initiatives.</li>\n</ul>\n<ul>\n<li>People-management experience, including hiring, coaching, and developing high-performing team members.</li>\n</ul>\n<p><strong>Preferred Qualifications</strong></p>\n<ul>\n<li>Experience leading a major pricing or packaging transformation for a multi-product or global SaaS company.</li>\n</ul>\n<ul>\n<li>Experience developing monetization strategies for AI-powered products, including evaluating inference or infrastructure costs, usage economics, value metrics, and margin implications.</li>\n</ul>\n<ul>\n<li>Experience managing 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$202,600-$274,200 USD</p>\n<p style=\"margin-top:24px;font-size:13px;color:#666;\">Job Data by <a href=\"https://yubhub.co\">YubHub</a>.</p>","url":"https://job-boards.greenhouse.io/dropbox/jobs/8275002","directApply":true,"hiringOrganization":{"@type":"Organization","name":"Dropbox","sameAs":"https://dropbox.com","logo":"https://logos.yubhub.co/dropbox.com.png"},"x-apply-url":"https://job-boards.greenhouse.io/dropbox/jobs/8275002","x-work-arrangement":"remote","x-experience-level":"executive","x-job-type":"full-time","x-salary-range":"$253,300-$342,700","x-skills-required":["pricing","packaging","monetization","growth strategy","strategic finance","product strategy","management consulting","B2B SaaS","SaaS","AI monetization","subscription","seat-based","usage-based","consumption-based","hybrid approaches"],"x-skills-preferred":["leading a major pricing or packaging transformation","developing monetization strategies for AI-powered products","managing the intersection of self-serve, 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