Dropbox is hiring a Director of Pricing and Packaging to lead how the company packages, prices, and monetizes its products across product-led growth (PLG) and sales-led growth (SLG). Reporting to the Head of Product Marketing, this leader will manage a small team and partner with Product, Finance, Sales, Marketing, Data Science, and senior executives. The role is highly visible and focused on reinventing Dropbox's monetization approach as it expands sales-led business and builds for the AI era. The director will create 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. Success requires translating complex analysis into clear strategic choices, building executive alignment, and establishing operating rhythms for strong monetization decisions.
Overview
$253,300 – $342,700 / year
remote
full-time
7+ years of experience (director level)
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.
Qualifications
- 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.
Benefits
- Corporate bonus program.
- Restricted Stock Units (RSUs).
- Virtual First work model: remote-first with flexible/nonlinear schedules, core collaboration hours, and asynchronous communication.
- Intentional in-person connection through team gatherings, on-demand workspaces, and Dropbox Neighborhood events.
- Travel requirement: approximately 5-10% annually for offsites and team gatherings.