Director of Pricing and Packaging

Dropbox; United States; Remote; USD 253,000 - 343,000; Full time

Job summary

Dropbox is seeking a Director of Pricing and Packaging to lead the strategy for packaging, pricing, and monetization across both product-led and sales-led motions. You will collaborate with Product, Finance, Sales, Marketing, Data Science, and senior leadership to ensure pricing drives customer value and profitable growth.

This role involves building a holistic pricing architecture across products, segments, and routes to market, balancing customer adoption with margin, translating complex

Qualifications

• 10+ years in pricing, packaging, monetization, or related fields with B2B SaaS experience.
• Experience creating and implementing pricing/packaging strategies with measurable outcomes.
• Experience with both product-led and sales-led models and customer journeys.
• Ability to build pricing business cases linking willingness to pay, revenue, and margin.
• Familiarity with SaaS and AI monetization models (subscription, usage-based, hybrid).
• Strong track record influencing executive decisions and aligning stakeholders.
• People management experience, including coaching and developing teams.

Responsibilities

• Define and lead company-wide pricing and packaging strategy across PLG and SLG motions, segments, products, and geographies.
• Design next-gen pricing and monetization architecture, including AI-powered products, balancing value, adoption, revenue, cost to serve, and margin.
• Build robust business cases and financial models to evaluate opportunities and impact on revenue and margins.
• Partner with Product, Finance, Sales, Marketing, Data Science, and Operations to translate strategy into executable plans.
• Advise executives with clear recommendations and decision frameworks based on quantitative and qualitative evidence.
• Establish governance, operating rhythms, and metrics to improve decision quality and speed.
• Lead and develop a small pricing/packaging team and expand monetization capabilities across the org.

Skills

Pricing strategy

Executive influence

Cross-functional leadership

Monetization models

PLG & SLG knowledge

Financial modeling

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.

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, trade‑offs, 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.

To learn more about why these skills matter and what the data shows about thriving through change, read this blog post from our Chief People Officer, Melanie Rosenwasser.

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