Pricing & Packaging Director — Remote, AI-Driven Growth

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

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.