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.
What You’ll Do
- 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.
Who You Are
- 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 the executive team.
What to Expect
First 30 days
- Conduct a full audit of current pricing, packaging, and in-product upgrade flows, identifying key friction points and immediate opportunities.
- Build strong working relationships with key stakeholders in Finance, Sales Leadership, and Core Product Teams.
- Deeply understand the current customer segmentation and LTV model.
First 90 days
- Define and secure executive buy-in for your roadmap for the next 12 months.
- Launch the first critical A/B test or iteration on a high-impact in-product conversion flow.
- Present an initial assessment of potential usage-based or value-metric pricing changes.
First year
- Successfully execute a major pricing or packaging change, delivering a measurable and positive impact on Average Revenue per Account and Net Dollar Retention.
- Establish a repeatable, data-driven process for ongoing monetization optimization and reporting.
- Drive significant lift in the self-serve revenue channel through optimized conversion experiences.
Docker does not offer visa sponsorship for this role.
We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound on April 13, 2024.
Please see the independent bias audit report covering our use of Covey here.
Perks
- Freedom & flexibility; fit your work around your life
- Designated quarterly Whaleness Days plus end of year Whaleness break
- Home office setup; we want you comfortable while you work
- 16 weeks of paid Parental leave
- Technology stipend equivalent to $100 net/month
- PTO plan that encourages you to take time to do the things you enjoy
- Training stipend for conferences, courses and classes
- Equity; we are a growing start-up and want all employees to have a share in the success of the company
- Docker Swag
- Medical benefits, retirement and holidays vary by country
- Remote-first culture, with offices in Seattle and Paris
Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.
