Director, Pricing & Packaging Strategy

Dropbox, Inc.; United States; On-site; USD 203,000 - 343,000; Full time

Job summary

Dropbox, Inc. is seeking a strategic Director of Pricing and Packaging to shape how we monetize products across PLG and SLG motions.

You will lead a small team and partner with product, finance, sales, and executives to deliver durable pricing choices that balance customer value with profitable growth. You will design an architecture spanning products, customer segments, and geographies, including AI-powered offerings, while building rigorous financial models and governance to support fast,

Qualifications

• Experience shaping pricing and packaging in B2B SaaS.
• Ability to translate data into strategic guidance.
• Experience influencing senior leaders across functions.

Responsibilities

• Define and lead pricing/packaging strategy across PLG/SLG, segments, portfolios, and geographies.
• Design next-gen packaging and monetization architecture, incl. AI-powered products, balancing value, adoption, revenue, cost to serve, and margin.
• Build business cases and financial models evaluating pricing opportunities with demand, willingness to pay, competitive dynamics, usage, and unit economics.
• Partner with Product, Finance, Sales, Marketing, Data Science, and Operations to translate strategy into executable plans (research, experiments, rollout, enablement, measurement).
• Advise senior executives on monetization decisions by synthesizing quantitative and qualitative evidence into clear recommendations.
• Establish governance, rhythms, metrics, and experimentation to improve decision quality and speed.
• Lead and develop a small pricing/packaging team and expand monetization capabilities across the org.

Skills

Pricing strategy

Packaging design

Monetization

Growth strategy

Strategic finance

Product strategy

Management consulting

B2B SaaS

Job description

Dropbox, Inc. is seeking a strategic Director of Pricing and Packaging to shape how we monetize products across PLG and SLG motions.

You will lead a small team and partner with product, finance, sales, and executives to deliver durable pricing choices that balance customer value with profitable growth. You will design an architecture spanning products, customer segments, and geographies, including AI-powered offerings, while building rigorous financial models and governance to support fast,