Elastic - Principal Product Manager, Security Pricing and Packaging (Serverless)
Requirements
• You have led pricing and packaging for a SaaS or cloud product end to end, from option design and customer testing through margin modeling and executive approval, and you can point to the revenue, margin, or adoption result. Experience with usage-based or consumption pricing is required, as is experience simplifying a model that had grown too complex. • Product experience with SIEM, XDR, endpoint, cloud security, or a security operations platform is a solid plus, and so is a background as a SOC analyst, detection engineer, or security architect. If your pricing work was on another cloud or data product, the team will help you learn the security side. • You are comfortable with COGS, gross margin, and ARR modeling, and you can build a forecast with Finance without a translator. • You understand how multi-tenant cloud services are built and how architecture choices drive cost, well enough to read a technical design. • You lead through influence in a matrixed, remote-first company. You get enable teams to agree on a decision, work well asynchronously, and shift between priorities when the business changes. • You can present pricing to a CISO and a procurement team, and you have supported deals as the product expert. • You write PRDs, pricing proposals, and executive summaries that people act on. You use AI tools to improve pricing analysis and cost modeling, and you own the output. • You have 7 to 10 years in product management, including significant time on security or cloud data products. Experience at a security vendor, a cloud data platform, or a company that moved customers from licensed to consumption pricing is a plus. • Additional Information - We Take Care of Our People: • As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. • We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do. • Competitive pay based on the work you do here and not your previous salary • Health coverage for you and your family in many locations • Ability to craft your calendar with flexible locations and schedules for many roles • Generous number of vacation days each year • Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service • Up to 40 hours each year to use toward volunteer projects you love • Embracing parenthood with a minimum of 16 weeks of parental leave
Responsibilities
• Redesign how Security is packaged and priced on Serverless. Define the tiers, feature entitlements, and usage meters, select what is bundled, metered, or sold as an add-on, test the options against customer demand and COGS, and bring a recommendation to senior executive team. • Own margin. Work with the Platform team and Finance to model the cost of new security capabilities, including ingest, search, retention, endpoint, and AI features, and set pricing requirements before a feature ships. • Grow Security on Serverless from proof of concept to renewal. You are accountable for new workloads, migrations from hosted and self-managed deployments, expansion, and retention. Work with Finance to separate recurring growth from one-time proof-of-concept revenue. • Give customers control over cost and performance. Define how search configurations, data tiers, and retention work for security use cases, and bring the cost models that justify new platform levers. Keep tenant-level packaging consistent with the Product Manager for MSSP and multi-tenancy. • Simplify how customers understand cost. Cut packaging complexity first, then simplify the sizing and pricing estimators that customers and Solutions Architects use. Agree on a measure of "simple," such as time to a credible quote, and track it. • Turn pricing decisions into shipped product. Write the PRDs and PRFAQs, and lead the work across Security engineering, the Serverless Platform team, Billing and Metering, and Cloud Operations. Help build the frameworks and reviews that other Security PMs, Product Marketing, and Solutions Architects use to price new capabilities. • Stay close to the market and the field. Discuss with customers and prospects about what they will and won't pay for, track how other security platforms package and price, and help the field explain when Serverless, hosted, or self-managed is the right fit. • You know the main approaches to pricing AI features, such as token-based, credit-based, and per-action or outcome pricing, and how inference costs and unpredictable usage shape each one.
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