Principal Product Manager

Description

This role owns how security is packaged, priced, and sold on the serverless cloud offering, and it is a principal-level product manager role.

Growing demand for SIEM, endpoint, and cloud security on serverless makes the commercial model central to whether that growth is profitable.

The platform team owns the underlying architecture. This role owns the security layer on top: tiers, meters, margins, and how customers pay for security on consumption pricing.

The role works across Product, Finance, Engineering, Sales, and Product Marketing, and you will explain pricing choices to CISOs, CFOs, and field sellers.

The company is changing its pricing and packaging. You will shape the new model and make the recommendation, while senior executives make the final decision.

The team is remote-first and matrixed.

Responsibilities

• Redesign security packaging and pricing for serverless: define tiers, feature entitlements, and usage meters, decide what is bundled, metered, or an add-on, test options against customer demand and COGS, and recommend a model to senior executives.
• Own margin by modeling, with the platform team and Finance, the cost of new security capabilities such as ingest, search, retention, endpoint, and AI features, and set pricing requirements before each feature ships.
• Take security on serverless from proof of concept through renewal, covering new workloads, migrations from hosted and self-managed deployments, expansion, and retention. Work with Finance to separate recurring revenue from one-time proof-of-concept revenue.
• Define how search configurations, data tiers, and retention work for security use cases, and build the cost models that justify new platform levers. Keep tenant-level packaging consistent with the MSSP and multi-tenancy product manager.
• Agree on a measure of simplicity, such as time to a credible quote, and track it.
• Write PRDs and PRFAQs and lead delivery across security engineering, the serverless platform team, billing and metering, and cloud operations. Build the frameworks and reviews that other security PMs, Product Marketing, and Solutions Architects use to price new capabilities.
• Talk with customers and prospects about what they will and will not pay for, track how other security platforms package and price, and help the field explain when serverless, hosted, or self-managed fits best.
• Know the main approaches to pricing AI features, including token-based, credit-based, and per-action or outcome pricing, and how inference costs and unpredictable usage affect each.

Requirements

• You have 7 to 10 years in product management, including substantial time on security or cloud data products.
• You have led pricing and packaging for a SaaS or cloud product from end to end, from option design and customer testing through margin modeling and executive approval, and you can point to the revenue, margin, or adoption result.
• You have experience with usage-based or consumption pricing.
• You have simplified a pricing model that had grown too complex.
• You are comfortable with COGS, gross margin, and ARR modeling, and you can build a forecast with Finance directly.
• You understand how multi-tenant cloud services are built and how architecture choices drive cost, well enough to read a technical design.
• You lead through influence, get teams to agree on decisions, work well asynchronously, and change priorities when the business shifts.
• You can present pricing to a CISO and a procurement team, and you have supported deals as the product expert.
• You write PRDs, pricing proposals, and executive summaries that people act on, and you use AI tools to improve pricing analysis and cost modeling while owning the output.
• Plus: product experience with SIEM, XDR, endpoint, cloud security, or a security operations platform.
• Plus: a background as a SOC analyst, detection engineer, or security architect.
• Plus: experience at a security vendor, a cloud data platform, or a company that moved customers from licensed to consumption pricing.
• If your pricing work was on another cloud or data product, the team will help you learn the security side.

Conditions

Pay is base salary only. The role has no variable compensation.

The typical starting range is $189,800 to $230,200 USD.

In Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area, the typical starting range is $211,900 to $274,500 USD.

These ranges are the lowest to highest the company reasonably expects to pay at posting. Actual pay may fall above or below them and the ranges may change.

Placement within the range depends on education, qualifications, certifications, experience, skills, location, performance, and business needs.

Applicants are considered without regard to protected characteristics, and the company welcomes people with disabilities.

Employees in the listed sanctioned countries or regions, including the Ukrainian territories annexed by Russia, may need an export license as a condition of employment. This depends on location or nationality, not on national origin.

Benefits

• Eligibility for the company's stock program, in addition to cash pay.
• Company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.
• Pay based on the work you do, not your previous salary.
• Health coverage for you and your family in many locations.
• Flexible locations and schedules for many roles.
• Generous vacation allowance each year.
• Company match of up to $2000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year for volunteer projects.
• At least 16 weeks of parental leave.
• Benefits designed with a focus on employee well-being, with parity across regions where possible.