Principal Product Manager, Revenue Capture

Principal Product Manager, Revenue Capture

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At Docker, we make app development easier so developers can focus on what matters. Our remote-first team spans the globe, united by a passion for innovation and great developer experiences. With over 20 million monthly users and 20 billion image pulls, Docker is the #1 tool for building, sharing, and running apps—trusted by startups and Fortune 100s alike. We’re growing fast and just getting started.

Come join us for a whale of a ride!

We are seeking a Principal Product Manager, Revenue Capture to own the end-to-end monetization strategy and execution across our entire product portfolio. This is a highly strategic, high-impact role responsible for maximizing the lifetime value (LTV) of our customers by optimizing how we price, package, and enable our users to upgrade and graduate across our products.

This leader will treat PLG originated revenue as a dedicated product line, ensuring that every touchpoint from initial free experience to enterprise renewal is designed to maximize profitable growth and customer value realization.

Reporting into the VP of Product, you will operate at the critical intersection of product, finance, marketing, and sales. You will be the definitive owner of the monetization model, ensuring it aligns with our market strategy, customer segmentation, and financial goals.

• Own the Monetization Model:
  Define and own the overarching pricing, packaging, and monetization strategy for all products to align with value delivery and maximize revenue.
• Drive In-Product Revenue:
  Design, instrument, and iterate on in-product upgrade and graduation experiences to drive self-serve conversion and expansion.
• Establish Pricing & Value Metrics:
  Lead market research, customer interviews, and quantitative analysis to establish value metrics and price points that ensure competitive advantage and optimal value exchange.
• Manage Packaging and Feature Tiers:
  Define and maintain clear, differentiated product packages that align features, usage limits, and support with customer segments (SMB, Mid-Market, Enterprise).
• Experimentation & Optimization:
  Own the experimentation roadmap (A/B testing) for all pricing and packaging changes and in-product upgrade flows, rigorously measuring impact on conversion, average revenue per account, and churn.
• Cross-Functional Leadership:
  Partner closely with Finance on forecasting and margin analysis, Sales on pricing exceptions and enablement, Product on feature rollout and gating, and Data Science on usage and LTV modeling.
• Define and Instrument KPIs:
  Establish and report on key metrics for revenue capture, including Self-Serve ARR, Upgrade Conversion Rate, Average Revenue per Account by Segment, and Net Dollar Retention.

• 10+ years of experience in Product Management, with a significant focus (5+ years) on Growth, Monetization, or Revenue Product in the SaaS industry.
• Deep expertise in SaaS monetization models (freemium, usage-based, subscription) and a proven track record of successfully launching, iterating, and scaling pricing and packaging changes that drove measurable revenue lift.
• Principal-level experience owning the strategy and execution of a complex, cross-organizational domain, operating with high autonomy and influencing executive leadership.
• Exceptional analytical skills with a strong background in data-driven decision-making, financial modeling, and using A/B testing/experimentation to optimize conversion funnels.
• Comfortable operating at the business layer, translating complex product value into simple, compelling, and financially sound pricing structures.
• Skilled at working collaboratively with Finance, Sales, Marketing, and Engineering teams, acting as the central hub for all monetization decisions.
• Strong communication and presentation skills, able to clearly articulate complex strategic recommendations to all levels of the organization, including…