Director of Product Management, Pricing & Monetization

About the role

We are seeking a Director of Product Management to lead the strategy, design, and optimization of product packaging, pricing, and monetization across Auctane's portfolio of products and services. This role will be responsible for crafting data-informed monetization strategies that enhance customer value, drive revenue growth, and reflect our evolving product and partner ecosystem-including shipping carrier relationships.

You will partner closely with product, finance, marketing, sales, carrier relations, and executive leadership to align pricing and packaging strategies to customer segments, competitive dynamics, and channel economics. This is a highly visible, cross-functional leadership role requiring a strong foundation in product management, pricing theory, strategic thinking, and communication.

This position is hybrid (3 days per week in office)and is located in Austin, Texas.

Travel Requirements: Up to 10% Travel Required

What will you be doing?

Product Monetization Strategy

• Own the end-to-end monetization strategy for all Auctane products, including ShipStation, ShipStation API, and Endicia.
• Define and optimize packaging tiers, feature entitlements, and value-based pricing for SaaS, APIs, and add-ons.
• Develop monetization models for new products and strategic initiatives (e.g., billing platforms, returns, 3PL tools).
• Help integrate acquisitions into a cohesive product portfolio.

Carrier Pricing & Revenue Optimization

• Lead pricing strategy for carrier rate markup and discounting across customer segments and geographies.
• Partner with Carrier Management and Revenue Operations to implement dynamic pricing models based on shipment volume, carrier mix, and customer behavior.
• Build frameworks for scenario modeling and impact forecasting across carrier partners (USPS, UPS, FedEx, global providers).

Analytics & Experimentation

• Lead pricing experiments, pilots, and cohort testing to evaluate monetization changes.
• Collaborate with Data Science and Finance to measure pricing elasticity, CAC-to-LTV, retention, and ARPU impact.

Cross-Functional Leadership

• Act as the connective tissue between Product, Sales, Customer Success, Marketing, Carrier Ops, and Finance.
• Translate complex pricing concepts into clear narratives for executive stakeholders.
• Build repeatable processes for packaging reviews and monetization decision-making across teams.

What are we looking for?

• 8-12+ years of experience in product management, pricing strategy, or business operations, with at least 3+ years in a leadership role.
• Demonstrated success in designing and launching product packaging and pricing strategies across B2B SaaS or API-based platforms.
• Deep knowledge of pricing methodologies (value-based, cost-plus, tiered, usage-based, etc.).
• Experience working with carrier pricing, logistics, or marketplace dynamics a strong plus.
• Excellent analytical skills, including comfort with Excel modeling, financial analysis, and A/B testing.
• Proven ability to influence cross-functional stakeholders, including senior executives.
• Exceptional written and verbal communication skills, including the ability to present complex ideas simply.

What will make you stand out?

• Experience in logistics, shipping, or supply chain SaaS.
• MBA or equivalent business/quantitative degree.
• Familiarity with tools such as Looker, Tableau, Snowflake, or similar analytics platforms.

What do we offer?

• We are a hybrid company. All team members at Auctane in Austin come into the office Tuesdays, Wednesdays and Thursdays.
• Take the reins of your time off with our Flex Time Off policy - because work-life balance should always be in your hands!
• We offer 12 paid holidays for all of our US employees!
• 401k employer matching program - because your future deserves a friendly boost!
• We conduct annual merit reviews to recognize and reward your hard work and achievements.
• Company events, we work hard, play hard! We do our best every day, even at our regular team-building events.
• Attractive office space in the heart of central Austin, Texas (free drinks, snacks...).
• Indulge in weekly catered lunches at our office - a delicious perk to fuel your work.
• Health and Wellness: The well-being of our team is super important to us. Choose from different options that include medical, dental, and vision plans.
• Fitness center in the office with Tonal Mirrors, Pelotons, free weights, etc.
• Employee Assistance Program. We offer up to 8 free mental health sessions.
• We offer gym discounts to help you stay fit and healthy!
• We offer education reimbursement to all employees, ensuring that you can pursue your educational goals while excelling in your career with us. Invest in your future and let us support your growth every step of the way.
• Employee Referral Program! We reward employees helping us find top talent!
• An inclusive, casual and upbeat work environment. The personality and opinions of each of our team members are important and valid; we aim to offer all employees a safe environment where they can be themselves and thrive.

Additional Position Duties: (The following is a list of what all employees, except those with medical accommodation, may be regularly required to do.)

• Sit for prolonged periods of time
• Utilize wrist and hands for a prolonged period of time
• Walk short distances
• Stand for short periods
• Speaking and conversing with others
• Lift up to 25lbs without assistance up to chest height

Equal Opportunity Employer/Veterans/Disabled

If you are based in California, we encourage you to read this important information about the ShipStation Privacy Policy for California residents linked here.