Principal Product Manager, Security Pricing and Packaging – Security Solutions

Job Description:

  • Own how Elastic Security is packaged, priced, and sold on Elastic Cloud Serverless
  • Define security tiers, feature entitlements, usage meters, bundles, and add-ons
  • Test pricing options against customer demand and COGS and present recommendations to senior executives
  • Model costs of security capabilities with the Platform team and Finance and set pricing requirements before features ship
  • Grow Security on Serverless from proof of concept through renewal, including workloads, migrations, expansion, and retention
  • Define search configurations, data tiers, and retention for security use cases
  • Maintain consistent tenant-level packaging with the Product Manager for MSSP and multi-tenancy
  • Simplify packaging, sizing, and pricing estimators and track time to a credible quote
  • Write PRDs and PRFAQs and lead delivery across Security Engineering, Serverless Platform, Billing and Metering, and Cloud Operations
  • Build pricing frameworks and reviews for Security PMs, Product Marketing, and Solutions Architects
  • Discuss customer willingness to pay and monitor competitor security-platform packaging and pricing
  • Help the field determine whether Serverless, hosted, or self-managed is the right fit
  • Apply token-based, credit-based, and per-action or outcome pricing approaches for AI features

Requirements:

  • Education is optional
  • End-to-end pricing and packaging leadership for a SaaS or cloud product
  • Experience with usage-based or consumption pricing is required
  • Experience simplifying an overly complex pricing model
  • Ability to demonstrate revenue, margin, or adoption results
  • Product experience with SIEM, XDR, endpoint, cloud security, or a security operations platform is a plus
  • Background as a SOC analyst, detection engineer, or security architect is a plus
  • Comfort with COGS, gross margin, and ARR modeling
  • Ability to build forecasts with Finance
  • Understanding of multi-tenant cloud services and how architecture choices drive cost
  • Ability to read a technical design
  • Ability to lead through influence in a matrixed, remote-first company
  • Ability to work asynchronously and shift between priorities
  • Ability to present pricing to a CISO and procurement team
  • Experience supporting deals as the product expert
  • Ability to write PRDs, pricing proposals, and executive summaries
  • Ability to use AI tools for pricing analysis and cost modeling
  • 7 to 10 years of product management experience, including significant time on security or cloud data products
  • Experience at a security vendor, cloud data platform, or company that moved customers from licensed to consumption pricing is a plus

Benefits:

  • Stock program eligibility
  • Company-matched 401(k) with dollar-for-dollar matching up to 6% of eligible earnings
  • Health coverage for you and your family in many locations
  • Flexible locations and schedules for many roles
  • Generous vacation days each year
  • Donation and service matching up to $2,000 or local currency equivalent
  • Up to 40 hours each year for volunteer projects
  • Minimum of 16 weeks of parental leave
  • Equal opportunity and inclusive culture
  • Accessibility accommodations during the application or recruiting process
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