Lead Pricing & Monetization Product Manager

About This Role

Fivetran is disrupting a $10B+ data integration market through an opinionated yet wildly successful product offering that is cloud native, reliable, and in the middle of the data explosion. We aim to make access to data as simple and reliable as electricity with a fully-managed service. The product team manages Fivetran’s pricing and business models to maximize Fivetran’s long term profitability and growth. 

We’re looking for a Pricing & Monetization Lead who will help us evolve our pricing from first principles — rooted in economics, behavioral data, and experimentation. This role goes far beyond tweaking plans and researching competitors. You’ll build economic and quantitative models to understand value creation, customer elasticity, and optimal price/value exchange across our product portfolio. You’ll be at the center of some of Fivetran’s most strategic decisions, collaborating directly with our CEO, CPO, and cross-functional executive stakeholders to evolve pricing & monetization in a rapidly scaling business. While this role sits within the product organization, it is not a traditional product management role — it is a highly analytical, economics-driven position focused on pricing models and strategy. 

This is a full-time, hybrid position based out of our Oakland, CA office. Our hybrid work model offers a blend of remote flexibility and in-person collaboration, including two days in the office each week to connect and build as a team.

What You’ll Do

• Analyze product usage, deal, and billing data to model different pricing and monetization scenarios 
• Design and manage frameworks to assess our customers willingness to pay and value vs. cost across segments in our product and customer portfolio
• Conduct structured research on pricing mechanisms in similar and adjacent markets and product categories 
• Run pricing experiments in partnership with Product 
• Build econometric, value‑based pricing models that quantify elasticity, ROI, and lifetime value for every product line and customer cohort
• Drive user research and conduct customer/prospect interviews to understand pain points and convert them to actionable insights 
• Collaborate closely with Product, Analytics, Sales, and Legal to drive end-to-end outcomes 
• Help define KPIs and dashboards to monitor health and identify opportunities for our evolving pricing strategy
• Continuously drive changes to optimize our pricing strategy to boost ARR and better align price to value 

Skills We’re Looking For

• 5–8 years designing or operating SaaS or sophisticated B2C pricing models, preferably with usage‑based or behavioral pricing experience
• Deep quantitative chops—advanced degree (PhD/MSc) in Economics, Statistics, Operations Research, Applied Math, or similar
• Fluency in SQL and Python for large‑scale data analysis; proficiency with BI tools such as Looker or Tableau; bonus for dbt
• Strong attention to detail and data analysis skills – including interpretation of results and recommending actions
• Proven record of turning complex models into recommendations and shipping changes that moved ARR, gross margin, or NRR
• Collaborative mindset with Product, Analytics, Finance, Sales, and Legal; you can navigate from whiteboard to contract terms with ease
• Strong communication and presentation skills with ability to influence at the executive level 

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