Principal Product Manager, Security Pricing and Packaging (Serverless) - Security Solutions

Elastic

12d • $189,800 - $274,500 • Remote

About The Position

Elastic is seeking a Principal Product Manager to own how Elastic Security is packaged, priced, and sold on Elastic Cloud Serverless. The role focuses on designing a profitable commercial model for security workloads, including SIEM, endpoint, and cloud security, while coordinating with the Serverless Platform team to ensure offerings can be delivered at healthy margins and quoted confidently. The position owns pricing recommendations, with final decisions made by the executive team.

The role operates across Product, Finance, Engineering, Sales, and Product Marketing. It involves redesigning packaging and pricing, modeling costs and margins, growing security workloads and customer retention on Serverless, and helping customers understand and manage cost and performance. The product manager translates pricing decisions into shipped product through requirements and cross-functional leadership, and develops frameworks for other teams to price capabilities. This role also engages customers, prospects, and the field to test willingness to pay, understand competitive approaches, and determine when Serverless, hosted, or self-managed deployments are the right fit.

The position requires 7 to 10 years of product management experience, including significant experience with security or cloud data products. End-to-end SaaS or cloud pricing and packaging experience, consumption pricing, financial modeling, and simplifying complex pricing models are central to the role. The position is remote-first within a distributed company. Compensation is base salary only, with eligibility for Elastic's stock program and a company-matched 401(k).

Requirements

• 7 to 10 years of product management experience, including significant time working on security or cloud data products.
• End-to-end SaaS or cloud product pricing and packaging experience, from designing options and customer testing through margin modeling and executive approval, with demonstrable revenue, margin, or adoption results.
• Experience with usage-based or consumption pricing.
• Experience simplifying a pricing model that had become too complex.
• Comfort with COGS, gross margin, and ARR modeling, including building forecasts with Finance.
• Understanding of multi-tenant cloud services and how architecture choices drive costs, sufficient to read a technical design.
• Ability to lead through influence in a matrixed, remote-first company, build agreement across teams, work asynchronously, and adapt priorities.
• Ability to present pricing to CISOs and procurement teams and support deals as a product expert.
• Ability to write actionable PRDs, pricing proposals, and executive summaries.
• Experience using AI tools to improve pricing analysis and cost modeling, while taking ownership of the output.
• Knowledge of major approaches to pricing AI features, including token-based, credit-based, and per-action or outcome pricing, and how inference costs and unpredictable usage affect them.

Nice To Haves

• Product experience with SIEM, XDR, endpoint, cloud security, or a security operations platform.
• Background as a SOC analyst, detection engineer, or security architect.
• Experience at a security vendor, cloud data platform, or company that moved customers from licensed to consumption pricing.

Responsibilities

• Redesign Security packaging and pricing on Serverless, including tiers, feature entitlements, usage meters, bundles, and add-ons.
• Test pricing options against customer demand and cost of goods sold, and present a recommendation to senior executives.
• Work with the Platform team and Finance to model costs for security capabilities, including ingest, search, retention, endpoint, and AI features, and set pricing requirements before features ship.
• Grow Security on Serverless by driving new workloads, migrations from hosted and self-managed deployments, expansion, and retention.
• Work with Finance to distinguish recurring growth from one-time proof-of-concept revenue.
• Define search configurations, data tiers, and retention for security use cases, and develop cost models for new platform controls.
• Keep tenant-level packaging consistent with the Product Manager for MSSP and multi-tenancy.
• Simplify packaging and improve sizing and pricing estimators used by customers and Solutions Architects; establish and track a measure of simplicity.
• Write PRDs and PRFAQs and lead work across Security Engineering, the Serverless Platform team, Billing and Metering, and Cloud Operations.
• Help develop pricing frameworks and reviews for Security PMs, Product Marketing, and Solutions Architects.
• Engage customers and prospects about willingness to pay, track competitor security packaging and pricing, and help field teams explain the fit of Serverless, hosted, or self-managed deployments.
• Present pricing to CISOs and procurement teams and support deals as the product expert.

Benefits

• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• Eligibility to participate in Elastic's stock program.
• Health coverage for employees and their families in many locations.
• Flexible locations and schedules for many roles.
• Generous vacation days each year.
• Matching of up to $2,000 (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.
• Competitive pay based on the work performed rather than previous salary.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed