Director of Product Management, Pricing & Monetization

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver experiences as dynamic as the world around them.

It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together.

One Confluent. One Team. One Data Streaming Platform.

As the Director of Product Management leading Pricing and Monetization, you will play a key role in designing and optimizing Confluent's pricing models to drive growth. You will collaborate closely across product, engineering, finance, and revenue teams to devise pricing & packaging strategies across our product portfolio that align customer value and differentiation with technical specifications and costs. By building product adoption and growth assumptions, you will also be responsible for informing financial projections while enabling data-driven decision-making. Your expertise will be critical to how we go to market, including our product strategy, positioning & messaging, sales activation, discount strategy & governance, and more.

• Drive pricing strategy: Work closely across product, engineering, finance, and sales teams to understand our value proposition and differentiation, technical specifications, and cost implications, and translate them into optimized pricing and monetization strategies.

• Build compelling offers: Leverage pricing & packaging best practices to accelerate growth and new product areas while aligning with customer preferences & buying motions across target segments. This includes both Product-Led Growth (PLG) and Enterprise sales motions.

• Oversee billing platform foundations (e.g., Metronome) to support pricing and monetization across the product suite, working with Engineering and Finance to implement scalable and flexible billing models and capabilities.

• Collaborate on Product GTM: Lead product pricing and monetization initiatives for product and solution launches, ensuring enablement for GTM teams and stakeholders. Build go-to-market strategies and drive execution of cross-functional efforts based on in-depth analysis of market drivers, target audiences, and competitive landscape.

• Craft compelling messaging: Connect technical products and features to customer pain points and articulate their business value, including TCO comparisons. Develop messaging and positioning that effectively conveys our value and differentiation, specifically around pricing and monetization. Lead content strategy to ensure pricing-related materials—web, docs, and sales enablement—are compelling and current.

• Build financial projections: Establish product adoption and growth assumptions to inform financial planning, including revenue growth, margins, TAM forecasts, and more.

• Gather insights & assess impact: Present at internal and external events, interact with customers and partners, and gather both qualitative and quantitative insights to refine strategy. Measure, analyze, and evaluate the effectiveness of pricing and monetization strategies against key business metrics.

• Support deal strategy: Develop and implement deal and discounting strategies as part of the overall pricing strategy. Maintain internal and external documentation related to pricing best practices and governance.

• Collaborate on competitive benchmarking: Work across internal teams and conduct external research to plan and execute enablement around competitive positioning and new product launches, with a focus on pricing and monetization.

• Manage and lead a team of ~4-5 PMs to plan and execute across the above roles & responsibilities

• 8-10+ years of product management or equivalent experience, with a focus on pricing, monetization, and/or GTM strategy, and at least 2+ years in a leadership role.

• Deep understanding of pricing & packaging best practices and tooling (e.g., Metronome), particularly with more technical products around data/cloud infrastructure and consumption-based business models

• Strong analytical and problem-solving skills, with distinctive strategic thinking and analytical capabilities (Excel required, SQL/R nice-to-have).

• Experience in enterprise software or SaaS industry is a must-have, with a blend of product, strategy, analytics, and marketing/GTM skills in a B2B and cloud/consumption business model.

• Bachelor’s Degree required; Computer Science / Engineering / technical undergrad degree highly preferred. MBA or top-tier management consulting experience is a plus.

• Proven ability to collaborate effectively across cross-functional teams, building trusted relationships with senior stakeholders.

• Excellent communication and presentation skills, with experience writing for both technical and executive audiences and synthesizing key takeaways from complex/ambiguous data.

• Strong ownership mindset and ability to take an “80/20” approach to moving a solution forward for ambiguous problems.

• Lead and mentor a high-performing team, ensuring alignment on objectives and empowering them to deliver exceptional results.

Belonging isn’t a perk here. It’s the baseline. We work across time zones and backgrounds, knowing the best ideas come from different perspectives. And we make space for everyone to lead, grow, and challenge what’s possible.

We’re proud to be an equal opportunity workplace. Employment decisions are based on job-related criteria, without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other classification protected by law.

Confluent is an IBM subsidiary which has been acquired by IBM and will be integrated into the IBM organization. By proceeding with this application, you understand that Confluent will share your personal information with other IBM affiliates involved in your recruitment process, wherever these are located. More Information on how IBM protects your personal information, including the safeguards in case of cross-border data transfer, are available here.