Principal Product Manager – Pricing & Monetization

SmartBear delivers application integrity for modern tech stacks, ensuring continuous, measurable assurance that software just works as intended with governance to operate at AI speed and scale. SmartBear offers deep test automation, API lifecycle management, and observability capabilities. With integrations across the SDLC, it sets a new quality standard for application delivery teams.

SmartBear is trusted by more than 16 million developers, testers, and software engineers across 32,000 organizations, including 75% of the largest financial institutions and industry leaders such as Adobe, JetBlue, and Microsoft. SmartBear’s best-loved brands include Swagger, TestComplete, Reflect, QMetry, Zephyr, and more. As stewards of a collaborative open source community, SmartBear meets customers where they are to make our technology-driven world a better place.

com , or follow us on LinkedIn, X, and Reddit. At SmartBear, you will be part of a dynamic team solving one of the most critical challenges facing modern businesses: ensuring the integrity of software in an AI-driven world. Whether you are working directly with customers, driving go to market strategies, supporting operations, building products, or enabling teams, your contributions help shape the future of software quality for organizations worldwide.

Join us in our mission. Principal Product Manager – Pricing Monetization Lead the strategy and execution of SmartBear’s transition from seat-based SaaS to AI-informed, consumption-based pricing models across a multi-product portfolio. Own monetization architecture including pricing models, value metrics, and revenue mechanics impacting ARR and NRR.

Partner cross-functionally with Product Marketing, Finance, Sales, and Data to design scalable, data-driven pricing strategies in a PE-backed environment. As Principal PM for Pricing Monetization, you will own the strategy and execution of SmartBear’s transition from seat-based SaaS licensing to consumption-based models — across a multi-product portfolio in a PE-backed, growth-focused environment. You will own the monetization architecture: the pricing models, value metrics, financial structures, and revenue mechanics that underpin how SmartBear captures value.

You will use AI-powered modeling and rigorous data analysis to drive decisions that directly impact ARR, NRR, and long-term monetization health. You’ll work without direct reports but with significant cross-functional authority, presenting regularly to senior leadership and PE sponsors. This role is focused on designing monetization systems and pricing architecture at scale.

What You Will Do

: Own the pricing model architecture across the portfolio, including defining value metrics and pricing structures. Lead the SaaS to consumption transition, including migration strategy, customer segmentation, and revenue optimization. Build and apply AI-driven pricing models to simulate scenarios, test hypotheses, and inform monetization strategy.

Partner with PMM, Finance, Sales, Engineering, and Data to operationalize pricing models through systems, processes, and governance. Act as the central authority on monetization, supporting executive decision-making and board-level discussions. Guide complex deal structures and enterprise pricing decisions in collaboration with Sales and Deal Desk.

About The Role

, API calls, test runs, usage-based signals). Design pricing structures including consumption, hybrid, committed use, and outcome-based models, modeling financial and customer impact. Establish pricing frameworks including rate cards, discounting structures, and monetization inputs in partnership with Finance and Sales.

Lead the transition from seat-based SaaS to consumption models, including migration strategies, customer segmentation, and risk mitigation.