Principal Product Manager, Pricing & Packaging

About Care.com
Care.com is a consumer tech company with heart. We’re on a mission to solve a human challenge we all face: finding great care for the ones we love. We’re moms and dads and pet parents. We have parents and grandparents so we understand that everyone, at some point in their lives, could use a helping hand. Our culture and our products reflect that.

At Care.com, we bring together innovators, self-starters, and big thinkers to solve universal challenges and connect people in meaningful ways. Leveraging data analytics, AI, and cutting-edge technologies, we empower families and caregivers through impactful solutions. We are seeking a Principal Product Manager with a strong consumer-focused mindset and a demonstrated ability to drive sustainable business growth through data-informed decision-making, strategic leadership, and bold product innovation. Ideal candidates have experience scaling products across lifecycle stages and a background in marketplace, subscription, or transaction-based businesses.

Work Environment: Hybrid - In office Monday, Wednesday & Thursday
Work Locations: Salt Lake City, UT | Austin, TX | Dallas, TX | New York, NY

About the Role:

We are seeking a highly experienced and strategic Principal Product Manager to lead our pricing and packaging initiatives. In this critical role, you will be responsible for defining and optimizing the monetization strategy across our product portfolio. You will work cross-functionally with product, engineering, marketing, and finance teams to drive revenue growth, improve customer value, and enhance market competitiveness through effective pricing and packaging models.

Responsibilities:

• Develop and test new pricing models, including subscription, tiered, value-based, and usage-based pricing, to maximize revenue and customer adoption.
• Define and execute the overall pricing and packaging strategy for new and existing consumer products, aligning with company goals and market dynamics.
• Conduct in-depth market research, competitive analysis, and customer segmentation to identify pricing opportunities and inform packaging decisions.
• Collaborate with product stakeholders to embed pricing considerations early in the product development lifecycle.
• Analyze pricing performance metrics, conduct A/B tests, and iterate on pricing strategies to optimize outcomes.
• Lead cross-functional teams through the pricing and packaging lifecycle, from discovery and ideation to implementation and post-launch optimization.
• Develop and maintain a deep understanding of customer needs, market trends, and competitive landscapes to inform strategic recommendations.
• Advocate for customer value and business objectives in all pricing and packaging discussions.
• Mentor and guide junior product managers on pricing and monetization best practices.
• Identify opportunities to improve internal pricing system, to enable faster testing 

Qualifications:

• 10+ years of product management experience, with a strong focus on pricing, monetization, and packaging strategies in a B2B SaaS environment.
• Strong financial expertise, with deep knowledge of metrics such as ARPU, LTV, and CAC. Skilled in financial modeling and P&L analysis, with the ability to identify and act on opportunities that drive sustainable revenue growth.
• High level of data proficiency, with proven ability to use data to inform product decisions. Comfortable writing SQL queries, building dashboards, and analyzing A/B test results to uncover insights and optimize performance.
• Proven track record of successfully launching and optimizing pricing models that resulted in significant revenue growth.
• Deep understanding of various pricing strategies, including subscription, freemium, usage-based, and value-based pricing.
• Strong analytical skills with the ability to translate complex data into actionable insights and strategic recommendations.
• Experience conducting market research, competitive analysis, and customer segmentation.
• Excellent communication, presentation, and interpersonal skills, with the ability to influence and collaborate effectively with stakeholders at all levels.
• Experience with A/B testing and experimentation frameworks for pricing optimization.
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
• Bachelor’s degree in Business, Marketing, Economics, or a related field; MBA preferred.

Company Overview

Available in more than 21 countries, Care.com is the world's leading platform for finding and managing high-quality family care. Care.com i