Director, Product Monetization

RDQ326R45

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

The Director, Product Monetization drives profitable growth for Databricks through end-to-end ownership of the product monetization process across the product lifecycle (from launch to mature, at-scale product), advancing strategic priorities, and maximizing business outcomes.

Key responsibilities include maximizing value capture while balancing innovative monetization approaches with simplicity and explainability to Databricks sellers and customers.  You will be expected to bring insights into pricing dynamics for products in your portfolio, manage perceptions of Databricks' market pricing, and proactively incorporate competitive intelligence. You will partner closely with Finance to refine revenue and margin models and work closely with the billing and rating team (aka the Money Team) to ensure consistent and compliant implementation. 

You will be the 'go-to' pricing person for VP-level leaders in Product Management and Engineering. You should provide strong thought leadership and deliver actionable results that align with the company's mission to empower data-driven decision-making.

The Director drives product monetization vision and strategy, including product packaging and list pricing, ensuring alignment with business goals and customer value. You will manage end-to-end pricing initiatives, involving detailed analysis, strategic positioning, and compelling messaging.

This role is crucial in expanding Databricks' pricing efforts to generate new revenue opportunities, optimize monetization models, and grow the business sustainably. You will enhance the organization's pricing expertise by collaborating with cross-functional teams, including Product, Sales, and Engineering. This role guarantees that all teams, especially those interacting with customers, are well-prepared to achieve the desired results based on the monetization strategy.

Strategic Vision and Execution

• Develops and champions high-impact pricing strategies, securing approval from the CEO and executive staff to guide critical monetization decisions.
• Designs innovative product packaging and monetization frameworks to maximize value capture and market adoption, particularly in a consumption-based environment.
• Defines the pricing and commercialization strategy for key corporate initiatives, such as M&A integrations and strategic partnerships.
• Ensures monetization strategies are consistent, compliant, and effectively managed across the entire expanding product portfolio.

Financial Acumen and Value Optimization

• Drives portfolio-wide revenue optimization by partnering with Finance on robust financial models that account for key dynamics like workload cannibalization and market pricing trends.
• Designs effective monetization strategies that strategically balance customer-facing simplicity with maximum value capture.

Commercialization and follow-through

• Drives efficient commercialization by leading cross-functional execution with operational teams to ensure pricing strategies are implemented as intended.
• Measures the impact of pricing decisions and informs future adjustments by partnering with data science and gathering direct market feedback.

Skills

• Strategic Monetization: Ability to define and execute data-driven pricing and packaging strategies by synthesizing market dynamics, customer behavior, and competitive intelligence to solve complex commercial challenges.
• Executive Influence and Cross-Functional Leadership: Champions monetization proposals by driving alignment across Product, Sales, and Finance, influencing senior executives with clear, narrative-driven communications and resolving high-stakes conflicts.
• Operational Execution and Scaling: Leads the operational rollout of new pricing initiatives, ensuring seamless GTM execution across systems (CPQ, billing) and developing scalable migration paths for customers.
• Team Building and Enablement: Builds and mentors a high-performing pricing organization, evangelizing monetization best practices

Experience

• 10+ years of experience in driving product pricing, packaging, and monetization in an enterprise software environment
• Expertise in monetization within consumption-based business models
• Proven ability to work effectively in a hyper-growth, startup environment
• Comfortable building financial models and working with data science to measure business decision impacts
• Fluent with data and business analytics tools like SQL, Python, Google Sheets, etc.
• Familiar with enterprise systems such as CPQ, billing and rating systems, and SKU management systems

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles.  Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please visit  

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.