Bitwarden empowers enterprises, developers, and individuals to securely store and share sensitive data. With a transparent, open-source approach to password management, secrets management, and passwordless and passkey innovations, Bitwarden makes it easy for users to extend robust security practices across all online activities. Founded in 2016 with headquarters in Santa Barbara, California, Bitwarden is supported by a passionate global community of security experts and enthusiasts. 

As Senior/Principal Product Manager, PLG, Monetization & Billing at Bitwarden, you will own the strategy and execution for how users discover, trial, upgrade, and pay for Bitwarden across B2C and B2B segments. You will be meticulous about the free-to-paid journey, pricing strategy, and billing experience. You will partner with Growth Marketing, Design, and Engineering to design and optimize conversion funnels that feel natural rather than aggressive. You will partner with Sales on different billing models that will enable larger enterprise sales deals. You will use qualitative customer feedback, cohort analysis, conversion metrics, and forecasting to inform roadmap decisions, thinking deeply about both consumer and enterprise users. 

This is an all-remote team and we're looking for someone located in the U.S. with no preference for time zone. We do not offer visa sponsorship at this time. 

RESPONSIBILITIES

• Own the in-product upgrade flows, trial and checkout experience, subscription management, renewal mechanics, and billing support
• Analyze how 1Password, Dashlane, LastPass, Keeper, and adjacent security vendors approach freemium, pricing, and upsell
• In partnership with Growth Marketing, design and run pricing and optimization tests to improve website to product conversion rates as well as improve the free-to-paid motion 
• Model revenue impact and churn trade-offs with Finance
• Define and monitor conversion rates, trial-to-paid, and upgrade metrics by cohort
• Support Sales on different billing structures, including discount frameworks or multi-year contracts
• Share performance metrics, roadmap updates, and monetization wins with leadership and cross-functional partners
• Use AI tools to accelerate spec writing, competitive analysis, pricing analysis, cohort modeling, and rapid prototyping

WHAT YOU BRING TO BITWARDEN

• 4+ years experience in product management
• Experience in B2C/D2C products or PLG-companies a strong plus
• Ability to empathize with the needs of customers as well as high emotional intelligence to build positive working relationships with internal teams in a distributed working environment
• Ability to have technical discussions across engineering teams 
• Extremely organized and able to make highly informed prioritization & trade off decisions with engineering
• Excellent written and verbal communication skills
• A growth mindset and a desire to learn from others
• Excitement and enthusiasm for open source and for better internet security 

WHAT TO EXPECT IN THE INTERVIEW PROCESS

Selected candidates will be invited to schedule an introduction call and potentially progress through the following stages:

• Interview with Senior Director, Product Management
• Interview with Head of Growth Marketing and Operations 
• Interview with Director of Product Design
• Interview with Director of FP&A
• Interview with Director of Billing 
• Reference calls

A FEW REASONS TO WORK WITH US

• Our user community loves us and we love them. Come to work each day with a sense of purpose as we bring a more secure internet experience to everyone from our friends and family to the world's largest organizations.
• Become an expert. You'll get immersed in the prominent technology markets of security and open source software.
• We are dedicated to building a diverse and talented team. Work remotely with motivated and supportive team members across the world.
• Learn and grow. Take on new challenges with the support of your team.

In the United States, the starting base compensation range for this role is $160,000 - $200,000. Actual compensation may vary based on level, relevant experience, and skill set as assessed in the interview process, as well as market data by location. See our careers page for a list of benefits. Please note that compensation outside the U.S. will differ based on the market.