- Own the strategy and execution for how users discover, trial, upgrade, and pay for Bitwarden across B2C and B2B segments
- Be meticulous about the free-to-paid journey, pricing strategy, and billing experience
- Partner with Growth Marketing, Design, and Engineering to design and optimize conversion funnels that feel natural rather than aggressive
- Partner with Sales on different billing models that will enable larger enterprise sales deals
- Use qualitative customer feedback, cohort analysis, conversion metrics, and forecasting to inform roadmap decisions, thinking deeply about both consumer and enterprise users
- Own the in-product upgrade flows, trial and checkout experience, subscription management, renewal mechanics, and billing support
- Analyze how 1Password, Dashlane, LastPass, Keeper, and adjacent security vendors approach freemium, pricing, and upsell
- In partnership with Growth Marketing, design and run pricing and optimization tests to improve website to product conversion rates as well as improve the free-to-paid motion
- Model revenue impact and churn trade-offs with Finance
- Define and monitor conversion rates, trial-to-paid, and upgrade metrics by cohort
- Support Sales on different billing structures, including discount frameworks or multi-year contracts
- Share performance metrics, roadmap updates, and monetization wins with leadership and cross-functional partners
- Use AI tools to accelerate spec writing, competitive analysis, pricing analysis, cohort modeling, and rapid prototyping