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Docker, Inc · 9 hours ago

Principal Product Manager, Revenue Capture

United States

Full-time

Remote

Lead/Staff

$210K/yr - $263K/yr

10+ years exp

Docker, Inc is a company focused on making app development easier for developers. They are seeking a Principal Product Manager, Revenue Capture to own the monetization strategy and execution across their product portfolio, maximizing customer lifetime value and optimizing pricing and packaging.

Developer PlatformDeveloper ToolsInformation TechnologySoftware

Comp. & Benefits

No H1B

Responsibilities

Own the Monetization Model: Define and own the overarching pricing, packaging, and monetization strategy for all products to align with value delivery and maximize revenue

Drive In-Product Revenue: Design, instrument, and iterate on in-product upgrade and graduation experiences to drive self-serve conversion and expansion

Establish Pricing & Value Metrics: Lead market research, customer interviews, and quantitative analysis to establish value metrics and price points that ensure competitive advantage and optimal value exchange

Manage Packaging and Feature Tiers: Define and maintain clear, differentiated product packages that align features, usage limits, and support with customer segments (SMB, Mid-Market, Enterprise)

Experimentation & Optimization: Own the experimentation roadmap (A/B testing) for all pricing and packaging changes and in-product upgrade flows, rigorously measuring impact on conversion, average revenue per account, and churn

Cross-Functional Leadership: Partner closely with Finance on forecasting and margin analysis, Sales on pricing exceptions and enablement, Product on feature rollout and gating, and Data Science on usage and LTV modeling

Define and Instrument KPIs: Establish and report on key metrics for revenue capture, including Self-Serve ARR, Upgrade Conversion Rate, Average Revenue per Account by Segment, and Net Dollar Retention

Qualification

Product ManagementSaaS Monetization ModelsData-Driven Decision-MakingA/B TestingFinancial ModelingAnalytical SkillsCross-Functional LeadershipCommunication Skills

Required

10+ years of experience in Product Management, with a significant focus (5+ years) on Growth, Monetization, or Revenue Product in the SaaS industry

Deep expertise in SaaS monetization models (freemium, usage-based, subscription) and a proven track record of successfully launching, iterating, and scaling pricing and packaging changes that drove measurable revenue lift

Principal-level experience owning the strategy and execution of a complex, cross-organizational domain, operating with high autonomy and influencing executive leadership

Exceptional analytical skills with a strong background in data-driven decision-making, financial modeling, and using A/B testing/experimentation to optimize conversion funnels

Comfortable operating at the business layer, translating complex product value into simple, compelling, and financially sound pricing structures

Skilled at working collaboratively with Finance, Sales, Marketing, and Engineering teams, acting as the central hub for all monetization decisions

Strong communication and presentation skills, able to clearly articulate complex strategic recommendations to all levels of the organization, including the executive team