Lead Product Manager, Pricing & Packaging

Importance of this Role to Dashlane:

Dashlane is in search of an experienced SaaS Product Manager to lead our Pricing & Packaging function. Dashlane faces a complex pricing challenge that demands a strategic approach to ensure our offerings are aligned with customer needs and value creation while maintaining a competitive market positioning.

About the Role:

This pivotal role centers on developing and executing pricing strategies, crafting compelling product packaging, modeling our offerings with FP&A, and analyzing market trends to maximize revenue and profitability. This is an individual contributor role and the ideal candidate will excel in cross-functional collaboration with various teams, possess a passion for data analysis, financial modeling, product execution, and commercial strategy. You'll need the ability to balance diverse opinions, stay customer-focused, and work independently.

Strong candidates will boast a proven track record in building and delivering successful Pricing & Packaging strategies for both enterprise and consumer software products, having executed these strategies in a fast-paced business environment.

Location:

This role can be based on a hybrid basis in any of our Paris, Lisbon or New York offices, depending on work authorization, and with English as your working language. We offer relocation support.

Key Responsibilities:

Strategic: Key contributor to the development of Dashlane’s Pricing & Packaging strategy, ensuring it aligns with Dashlane’s overall business strategy. 

• Pricing & Packaging Strategy: You will be responsible for leading the development of a Pricing & Packaging strategy for our growing portfolio with a specific focus on our eCommerce and product led growth (PLG) activities.
• Customer Journey: You will be responsible for understanding and articulating the end-to-end customer journey from initial trial, to smaller purchases online, to larger purchases through a direct sales team.
• Financial Modeling: You will be responsible for initial financial modeling that clearly outlines levers, risks, boundaries, kill switch levels, etc. to feed into a more advanced FP&A model.
• Cross-functional Data Analysis: You will be responsible for analyzing sales data, customer data, product usage data, and financial data to uncover actionable insights and build a shared fact base to inform Dashlane’s Pricing & Packaging strategy.
• Market Analysis: You will be responsible for proactively analyzing market trends, customer preferences, and competitive offerings to identify pricing adjustments or new packaging initiatives.
• Company Alignment: You will be expected to contribute to aligning the company behind a shared pricing & packaging business strategy by collaborating with cross functional teams, including Product, Sales, Product Marketing, Finance, and Operations.
• Executive Buy-in: You will be expected to present recommendations to leadership (including executive team) to gain alignment and approval of your strategies.

Execution: Responsible for the complete end-to-end execution and delivery of Dashlane’s Pricing & Packaging strategy. 

• Product Roadmap: You will be responsible for developing a Pricing & Packaging product roadmap that directly aligns to the broader Pricing & Packaging strategy.
• Product Management & Execution: You will be expected to work directly with Product, Engineering & Design teams to define all requirements to execute and deliver on the pricing & packaging roadmap. You will leverage a test, learn, and optimize approach. 
• Collateral Development: You will be responsible for creating Pricing & Packaging collateral and tools such as presentations, FAQs, etc., to empower the Sales and Customer Success teams.
• Performance Monitoring: You will be expected to continuously monitor and analyze the effectiveness of pricing strategies and packaging changes using key performance indicators (KPIs) such as revenue growth, margin improvement, and market share to evaluate growth, uncover friction, and refine our strategy over time.
• Sales & Customer Success Alignment: You will be expected to partner closely with Sales & Customer Success (CX) to understand Dashlane’s sales motion and customer feedback in our effort to build customer value, reduce unnecessary sales friction, and capture a reasonable share of that value. You will be expected to provide guidance to Sales & CX on pricing negotiations and strategies tailored to various customer segments.
• Marketing Alignment: You will be expected to work collaboratively with marketing teams to ensure consistent messaging across pricing, packaging, and promotional efforts.

Minimum Qualifications:

• 5+ years of proven experience: Demonstrated experience in pricing strategy development, packaging design, product execution, and market analysis. A successful candidate will have a track record of delivering results in a fast-paced and dynamic business environment.

We’re also looking for:

• Strong analytical skills with the ability to distill complex data and trends into actionable insights for senior leadership.
• A high level of attention to detail and the ability to manage multiple projects simultaneously.
• Proven ability to effectively collaborate and communicate across Product, Sales, Marketing, Customer Success, Operations, and Finance teams.
• Experience with product-led offerings (freemium or free trial) is a plus.
• Strategic thinking and problem-solving skills to address pricing and packaging challenges.