Director of Pricing and Packaging

Dropbox; San Francisco (CA); Remote; USD 210,000 - 320,000; Full time

Benefits offered by this job

Stock options

RSUs

Job summary

Dropbox is seeking a Director of Pricing and Packaging to lead the strategy that prices and monetizes products across PLG and SLG motions. You will lead a small team and partner with Product, Finance, Sales, Marketing, Data Science, and executives to drive durable growth.

You will craft a holistic pricing architecture across products, segments, and geographies, balancing value and margin. This role reports to the Head of Product Marketing and offers strategic influence across senior leadership.

Qualifications

• 10+ years in pricing, packaging, monetization or related fields with B2B SaaS focus.
• Experience building pricing/business cases linking willingness to pay to revenue and margins.
• Experience with PLG and SLG models and cross-functional collaboration.

Responsibilities

• Define and lead Dropbox’s company-wide pricing and packaging strategy across PLG and SLG motions, customer segments, product portfolios, and geographies.
• Design next-generation packaging and monetization architecture including AI-powered products while balancing value, adoption, revenue, cost to serve and margin.
• Build rigorous business cases and financial models evaluating pricing opportunities including demand, willingness to pay, competitive dynamics, and unit economics.
• Partner with leaders to translate strategy into executable plans including research, experimentation, rollout, enablement, and iteration.
• Advise senior executives on monetization decisions by synthesizing evidence into clear recommendations and tradeoffs.
• Establish governance and operating rhythms for pricing decisions and experimentation across Dropbox.
• Lead, develop and inspire a small pricing and packaging team while expanding monetization capabilities.

Skills

Pricing strategy

B2B SaaS

monetization models

Executive influence

People management

Job description

Role Description

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. 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.

• Remote - US: All locations
• Remote
• Full Time

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. 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. 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.

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. 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.

Responsibilities

• Define and lead Dropbox’s company-wide pricing and packaging strategy across PLG and SLG motions, customer segments, product portfolios, and geographies.
• 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.
• 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.
• 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.
• Advise senior executives on high-impact monetization decisions by synthesizing complex quantitative and qualitative evidence into clear recommendations, tradeoffs, and decision frameworks.
• Establish pricing and packaging governance, operating rhythms, performance metrics, and experimentation practices that improve the quality and speed of decision-making across Dropbox.
• Lead, develop, and inspire a small team of pricing and packaging professionals while expanding the organization’s broader monetization capabilities.

Requirements

• 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.
• 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, including an understanding of their distinct customer journeys, routes to market, and monetization considerations.
• 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.
• 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 around complex, high-impact initiatives.
• People-management experience, including hiring, coaching, and developing high-performing team members.

Preferred Qualifications

• 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.

Durable Skills

AI fluency means using these tools to amplify human judgment, not replace it. We believe people with these skills will thrive as work and technology continue to evolve:

• Awareness: Understand yourself and others.
• Judgment: Evaluate information and make decisions in complex situations.
• Adaptability: Learn, adjust, and stay effective through change.
• Connection: Communicate, collaborate, and build trust.

Compensation

US Zone 1

$253,300—$342,700 USD

US Zone 2

$228,000—$308,400 USD

US Zone 3

$202,600—$274,200 USD

The range(s) listed above is the expected annual salary/OTE (On-Target Earnings) for this role, subject to change. Please note, OTE are for sales roles only.

Salary/OTE is just one component of Dropbox’s total rewards package. All regular employees are also eligible for the corporate bonus program or a sales incentive (target included in OTE) as well as stock in the form of Restricted Stock Units (RSUs).

Dropbox takes a number of factors into account when determining individual starting pay, including job and level they are hired into, location/metropolitan area, skillset, and peer compensation. We target most new hire offers between the minimum up to the middle of the range.

Dropbox uses the zip code of an employee’s remote work location to determine which metropolitan pay range we use. Current US Zone locations are as follows:

• US Zone 1: San Francisco metro, New York City metro, or Seattle metro
• US Zone 2: California (outside SF metro), Colorado, Connecticut (outside NYC metro), Delaware, Illinois (Chicago metro), Indiana (Chicago metro), Maryland, Massachusetts, Michigan (Chicago metro), New Hampshire, New Jersey (outside NYC metro), New York (outside NYC metro), Oregon, Pennsylvania (D.C. metro), Pennsylvania (outside NYC metro), Texas (Austin metro) Virginia (DC metro), Washington (outside Seattle metro), Washington DC metro, West Virginia (DC metro), Wisconsin (Chicago metro)
• US Zone 3: All other US locations

Dropbox is a Virtual First company and is open to hiring candidates in all authorized locations.

Virtual First

Dropbox’s Virtual First way of working is designed to help people do their best work with flexibility, autonomy, and connection. Day to day, teams work remotely with nonlinear schedules and core collaboration hours that support deep focus and individual working styles. We prioritize asynchronous communication to improve clarity, respect deep work time, and reduce unnecessary meetings. While remote work is the primary experience for our employees, we also prioritize intentional, in-person connection. We bring teams together through regular team gatherings, on-demand workspaces, and Dropbox Neighborhood events in order to strengthen team cohesion, foster creativity, and enhance momentum. Virtual First is built to provide the same access to opportunity, growth, and impact for everyone, regardless of location.

This role requires travel to offsites and various other team gatherings (approximately 5-10% of the year or 2-3 days per quarter).

AI Fluency

AI fluency is a core part of how we work and grow. It’s not about being an expert—it’s about using these tools thoughtfully and effectively to improve your work and support others. We look for four key behaviors in candidates:

• Ownership: You use AI responsibly by protecting data, applying sound judgment, and taking accountability for the quality and accuracy of your work.
• Experimentation: You explore new AI capabilities and apply them to improve workflows within approved tools and practices.
• Leverage: You use AI to enhance thinking, improve efficiency, and increase your impact and your team’s.
• Learning: You stay current on emerging AI tools and trends, continuously build your skills, and share what you learn with others.

Together, these behaviors help build a workforce where technology amplifies human judgment, creativity, and impact.

Company Description

Dropbox’s Virtual First model combines the autonomy of a distributed workplace with the power of human connection. With a startup mindset and enterprise-level opportunities, Dropbox employees are expected to think critically, stay curious, and use modern tools, including AI, to improve how work gets done. Employees can own their impact and grow with the support of world-class teammates.