Senior Product Manager, Pricing, Monetization and Billing Systems

As a Pricing, Monetization, and Billing Systems Product Manager at Apollo.io, you will drive revenue growth by optimizing pricing, packaging, and billing capabilities. You’ll define how Apollo monetizes, transacts, and scales globally — leading initiatives that blend strategic pricing with robust billing infrastructure.

In addition to pricing and growth responsibilities, you will act as the product manager for Apollo’s billing platform (built on Stripe) — defining and scaling capabilities across SKU catalog management, discounting, subscription and invoicing workflows, billing schedules, and pricing model flexibility. This role combines strategic influence, analytical rigor, and deep systems thinking. You’ll collaborate cross-functionally to design experiments, evolve our monetization architecture, and ensure Apollo’s pricing and billing foundation supports rapid, sustainable growth.

Responsibilities:

Pricing and Monetization
• Design and Launch Pricing & Packaging Capabilities: Own pricing and packaging initiatives end-to-end — define requirements, partner with engineering, and monitor business KPIs such as ARR, ARPU, ARPA, and NDR.
• Lead Monetization Experiments: Design and run A/B tests to optimize pricing, feature gating, freemium-to-paid conversion, upsell flows, and trial experiences.
• Drive Data-Driven Decisions: Use analytics (SQL, Amplitude, Looker) and customer research to measure and understand the revenue impact of pricing and packaging changes.
• Build Pricing Infrastructure and Governance: Create frameworks for SKU hierarchy, discounting logic, offer rationalization, and pricing governance to ensure consistency across teams.
• Inform Strategy through Market and Customer Insights: Conduct competitive pricing analysis, Win/Loss research, and Voice-of-Customer studies to inform monetization direction.
• Partner on Go-to-Market Execution: Collaborate with sales, marketing, enablement, and finance to operationalize pricing changes, build pricing tools, and deliver internal training.
• Influence and Communicate Effectively: Present monetization strategies and tradeoffs to executive leadership, ensuring alignment across product, finance, and GTM teams.

Billing Systems and Platform Ownership
• Own Apollo’s Billing Platform: Define and evolve Apollo’s end-to-end billing capabilities across one-time and recurring billing, subscriptions, invoicing, discounts, bundles, and SKU catalog.
• Partner with Engineering to Build Scalable Billing Systems: Translate business needs into product requirements that enable flexible billing runs, pricing schedules, and recurring/one-time models on Stripe.
• Build Advanced Billing Models: Implement pricing constructs such as tiers, ramps, bundles, and usage-based components in a unified billing architecture.
• Enable Usage-Based and Entitlement Billing: Define requirements for metering, usage tracking, and entitlement systems to support future pricing models.
• Create a Long-Term Vision: Establish a 2–3 year roadmap for Apollo’s billing and monetization capabilities — balancing innovation with system scalability.
• Champion a Platform Mindset: Build extensible systems that support multiple revenue motions (self-serve, rep-driven, enterprise) and integrate seamlessly with downstream finance and analytics.
• Support Change Management: Lead customer and system migrations during pricing or billing transitions, ensuring accuracy, compliance, and minimal disruption.
• Stay Ahead of Industry Trends: Continuously evaluate best practices in SaaS billing, monetization models, and pricing infrastructure to keep Apollo’s platform future-ready.

Qualifications & Experience:

• 6+ years of experience in Product Management, preferably in Monetization, Billing Systems, Pricing, or Product-Led Growth (PLG) at a B2B SaaS company.
• Hands-on experience with Stripe or similar billing platforms, including subscription logic, invoicing, discounting, and pricing APIs.
• Proven success building B2B billing products for one-time and recurring use cases, including pricing models, billing runs/schedules, and subscription management, ramps, tiers, bundles, usage-based pricing etc.
• Deep understanding of how B2B SaaS businesses transact — from self-serve purchases to enterprise contracts, renewals, and expansions.
• Demonstrated ability to build pricing governance and infrastructure, ensuring clarity and consistency across offers.
• Financial acumen: experience with profitability modeling, unit economics, and forecasting revenue impact of pricing decisions.
• Strong analytical and research skills; experienced with both quantitative (SQL, Looker, Amplitude) and qualitative (VoC, interviews, market studies) methods.
• Proven ability to lead cross-functional alignment with engineering, finance, GTM, and leadership teams.
• Excellent communication and storytelling skills — able to influence and drive consensus on complex pricing and system topics.
• Highly curious, structured, and execution-oriented; comfortable operating in fast-paced, high-growth environments.