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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