Senior/Principal Product Manager - PLG, Monetization & Billing

BitwardenSecurity, Open-source

Remote, U.S.Full-TimePrincipal

Salary160000 - 200000 USD per year

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Job Details

Experience: 4+ years

Requirements

4+ years experience in product management
Experience in B2C/D2C products or PLG-companies a strong plus
Ability to empathize with the needs of customers
High emotional intelligence to build positive working relationships with internal teams in a distributed working environment
Ability to have technical discussions across engineering teams
Extremely organized and able to make highly informed prioritization & trade off decisions with engineering
Excellent written and verbal communication skills
A growth mindset and a desire to learn from others
Excitement and enthusiasm for open source and for better internet security

Responsibilities

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

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160000 - 200000 USD per year

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