Director of Product Management, Pricing & Monetization

 

About us

At Auctane, we are united by a passion to help businesses deliver — whatever their size, wherever they are, and however they operate. We make it possible for businesses to meet the ever-changing requirements of their industry and customer expectations. Auctane products enable hundreds of thousands of businesses to annually mail and ship billions of items — over $200 billion worth — to recipients around the globe.

The Auctane family of mailing and shipping software products includes ShipStation, Stamps.com, ShipStation API, Endicia, Metapack, GlobalPost, Packlink, and Return Rabbit. Our partners include Amazon, UPS, USPS, eBay, BigCommerce, Shopify, WooCommerce, and Walmart.

Our values

Win as One. Delight Customers. Deliver Great Outcomes. 

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