Staff Product Manager, Monetization

Summary

Join Calendly's Product team as a Staff Product Manager, Monetization! You will drive strategic pricing and packaging experimentation within our SaaS environment, leveraging product-led growth principles. Collaborate with cross-functional teams to optimize pricing and packaging strategies, ensuring alignment with our business model. This role involves leading experiments, analyzing data, and improving customer acquisition and expansion revenue. You'll need 8+ years of experience in growth product management with expertise in SaaS pricing and packaging experimentation. Location preference is the San Francisco Bay Area. Calendly offers a competitive salary and benefits package, including a quarterly corporate bonus, equity awards, and competitive benefits.

Requirements

• 8+ years of experience in growth product management, with significant expertise in SaaS pricing & packaging experimentation
• Proven track record in developing and executing pricing and packaging strategies in a B2B or B2B2C SaaS environment
• Deep understanding of SaaS metrics such as Net Dollar Retention (NDR) and Gross Dollar Retention (GDR), and the ability to connect them to pricing decisions and growth strategies
• Experience with data analytics and hypothesis-driven experimentation, specifically in pricing optimization, A/B testing, and packaging strategies
• Strong ability to collaborate with cross-functional teams (Finance, Engineering, Product, Marketing) to drive the implementation of pricing & packaging changes at scale
• Experience in building and evaluating growth metrics, and using data to inform decisions on customer acquisition, activation, monetization, and retention
• Expertise in identifying friction points in customer journeys and optimizing user flows to drive conversions and revenue growth
• Ability to thrive in an ambiguous environment and make informed decisions based on partial data, balancing experimentation with business goals
• Authorized to work lawfully in the United States of America as Calendly does not engage in immigration sponsorship at this time

Responsibilities

• Drive strategic pricing and packaging experimentation within our SaaS environment
• Leverage product-led growth (PLG) principles to craft product experiences that clearly demonstrate the value of Calendly, foster customer engagement, and ultimately drive conversion, expansion, and long-term business growth
• Work closely with cross-functional teams, including Engineering, Design, Marketing, Customer Success, and Product leadership, to align on growth, product outcomes, and customer satisfaction goals
• Optimize our pricing and packaging strategies through data-driven experimentation, ensuring they align with our business model and drive both new customer acquisition and expansion revenue
• Lead and experiment with pricing and packaging strategies to optimize customer acquisition and expansion, including conducting A/B testing and iterating on various pricing models
• Drive the integration of product-led monetization strategies with various sales-led motions
• Own and continuously optimize the trial mechanics and user journey, ensuring alignment with pricing changes to maximize conversions and drive sustainable growth
• Collaborate with Finance to refine and evolve Calendly’s pricing & packaging models, ensuring they are scalable, competitive, and aligned with product-led acquisition and expansion motions
• Partner with Engineering, Design, and Product teams to identify and prioritize technical investments in our billing and monetization platform, enabling future scaling and experimentation
• Lead cross-functional teams through data-informed experiments, measuring their impact on customer behavior, pricing sensitivity, and overall business metrics
• Design and deliver growth experiments based on quantitative and qualitative insights, working closely with data teams to validate pricing hypotheses and improve revenue models
• Stay current on industry best practices related to SaaS pricing strategies, PLG methodologies, and product-led monetization approaches
• Identify and resolve friction points across the user journey, improving conversion rates and expanding product-led revenue streams

Preferred Qualifications

Candidates based in the San Francisco Bay Area are strongly preferred for this role

Benefits

• Quarterly Corporate Bonus program (or Sales incentive)
• Equity awards
• Competitive benefits