Director, Product Monetization

DataBricks•San Francisco, CA

63d

About The Position

The Director, Product Monetization drives profitable growth for Databricks through end-to-end ownership of the product monetization process across the product lifecycle (from launch to mature, at-scale product), advancing strategic priorities, and maximizing business outcomes. Key responsibilities include maximizing value capture while balancing innovative monetization approaches with simplicity and explainability to Databricks sellers and customers. You will be expected to bring insights into pricing dynamics for products in your portfolio, manage perceptions of Databricks' market pricing, and proactively incorporate competitive intelligence. You will partner closely with Finance to refine revenue and margin models and work closely with the billing and rating team (aka the Money Team) to ensure consistent and compliant implementation. You will be the 'go-to' pricing person for VP-level leaders in Product Management and Engineering. You should provide strong thought leadership and deliver actionable results that align with the company's mission to empower data-driven decision-making. Impact The Director drives product monetization vision and strategy, including product packaging and list pricing, ensuring alignment with business goals and customer value. You will manage end-to-end pricing initiatives, involving detailed analysis, strategic positioning, and compelling messaging. This role is crucial in expanding Databricks' pricing efforts to generate new revenue opportunities, optimize monetization models, and grow the business sustainably. You will enhance the organization's pricing expertise by collaborating with cross-functional teams, including Product, Sales, and Engineering. This role guarantees that all teams, especially those interacting with customers, are well-prepared to achieve the desired results based on the monetization strategy.

Requirements

Strategic Monetization: Ability to define and execute data-driven pricing and packaging strategies by synthesizing market dynamics, customer behavior, and competitive intelligence to solve complex commercial challenges.
Executive Influence and Cross-Functional Leadership: Champions monetization proposals by driving alignment across Product, Sales, and Finance, influencing senior executives with clear, narrative-driven communications and resolving high-stakes conflicts.
Operational Execution and Scaling: Leads the operational rollout of new pricing initiatives, ensuring seamless GTM execution across systems (CPQ, billing) and developing scalable migration paths for customers.
Team Building and Enablement: Builds and mentors a high-performing pricing organization, evangelizing monetization best practices
10+ years of experience in driving product pricing, packaging, and monetization in an enterprise software environment
Expertise in monetization within consumption-based business models
Proven ability to work effectively in a hyper-growth, startup environment
Comfortable building financial models and working with data science to measure business decision impacts
Fluent with data and business analytics tools like SQL, Python, Google Sheets, etc.
Familiar with enterprise systems such as CPQ, billing and rating systems, and SKU management systems

Responsibilities

Develops and champions high-impact pricing strategies, securing approval from the CEO and executive staff to guide critical monetization decisions.
Designs innovative product packaging and monetization frameworks to maximize value capture and market adoption, particularly in a consumption-based environment.
Defines the pricing and commercialization strategy for key corporate initiatives, such as M&A integrations and strategic partnerships.
Ensures monetization strategies are consistent, compliant, and effectively managed across the entire expanding product portfolio.
Drives portfolio-wide revenue optimization by partnering with Finance on robust financial models that account for key dynamics like workload cannibalization and market pricing trends.
Designs effective monetization strategies that strategically balance customer-facing simplicity with maximum value capture.
Drives efficient commercialization by leading cross-functional execution with operational teams to ensure pricing strategies are implemented as intended.
Measures the impact of pricing decisions and informs future adjustments by partnering with data science and gathering direct market feedback.

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