Senior Product Manager - Pricing, Monetization and Growth

As a Pricing, Monetization and Growth Product Manager at Apollo.io, you will be responsible for driving revenue growth by optimizing monetization strategies, experimenting with pricing and packaging, and refining the user journey from free to paid adoption. Your primary focus will be running experiments, identifying opportunities, and leveraging data-driven insights to maximize revenue impact.

You will work cross-functionally with engineering, design, research, marketing, and data teams to rapidly test hypotheses and scale successful initiatives. This role requires a strong analytical mindset, deep curiosity about user behavior, and a passion for leveraging product-led growth strategies to improve customer lifetime value (LTV) and revenue expansion.

Responsibilities:

• Launch Pricing and Packaging capabilities: Draft requirements for engineering to execute on Pricing and packaging projects, create dashboards to monitor KPIs and share readouts.

• Lead Monetization Experiments: Design and execute A/B tests to optimize pricing, packaging, feature gating, upsell paths, and trial experiences.

• Drive Data-Driven Decision Making: Leverage quantitative analytics (SQL, Amplitude, Looker, etc.) and qualitative research to deeply understand impact of pricing and packaging changes on free-to-paid conversion, ARR, ARPA etc.

• Optimize Free-to-Paid Conversions: Identify pricing and packaging opportunities and friction points in the conversion funnel to develop initiatives to increase trial-to-paid and freemium-to-paid conversions.

• Collaborate Cross-Functionally: Work closely with engineering, design, research, analytics, growth marketing, sales, and customer success to align monetization efforts with broader company objectives.

• Own Key Revenue Metrics: Define, track, and improve core KPIs related to paid team conversion, expansion revenue, and retention

• Champion a Culture of Experimentation: Build and refine testing frameworks that allow Apollo to rapidly learn and iterate on monetization strategies.

• Stay Ahead of Trends: Monitor industry best practices in growth, pricing, and packaging to keep Apollo ahead of competitors.

Qualifications & Experience:

• 6+ years of experience in Product Management, preferably in Growth, Monetization, Pricing and Packaging, Billing or Product-Led Growth (PLG) at a B2B SaaS company. Pricing/Packaging/Monetization related product mgmt experience strongly preferred.

• Strong understanding of A/B testing, experimentation frameworks, and statistical analysis.

• Proven ability to influence revenue-related metrics, such as conversion rates, LTV, and net dollar retention (NDR).

• Experience leveraging user research and data analytics to inform monetization strategies.

• Familiarity with data analysis and data visualization tools (Looker, Amplitude, SQL) is a strong plus.

• Excellent communication and collaboration skills to work cross-functionally with engineering, design, research, sales, marketing, and customer success.

• Highly curious, analytical, and results-oriented, with a strong bias toward testing and iteration.

• Experience working in fast-paced, high-velocity product teams that prioritize growth experiments.