Principal Product Manager, Docker
Revenue Capture
$210.4-263k
Offers Equity. Salary is applicable to US rates only and may vary on further locations
More information about location
App development platform
Job no longer available
App development platform
1001+ employees
Job no longer available
$210.4-263k
Offers Equity. Salary is applicable to US rates only and may vary on further locations
More information about location
1001+ employees
Company mission
To simplify the lives of developers building world-changing apps.
Role
Who you are
- 10+ years of experience in Product Management, with a significant focus (5+ years) on Growth, Monetization, or Revenue Product in the SaaS industry
- Deep expertise in SaaS monetization models (freemium, usage-based, subscription) and a proven track record of successfully launching, iterating, and scaling pricing and packaging changes that drove measurable revenue lift
- Principal-level experience owning the strategy and execution of a complex, cross-organizational domain, operating with high autonomy and influencing executive leadership
- Exceptional analytical skills with a strong background in data-driven decision-making, financial modeling, and using A/B testing/experimentation to optimize conversion funnels
- Comfortable operating at the business layer, translating complex product value into simple, compelling, and financially sound pricing structures
- Skilled at working collaboratively with Finance, Sales, Marketing, and Engineering teams, acting as the central hub for all monetization decisions
- Strong communication and presentation skills, able to clearly articulate complex strategic recommendations to all levels of the organization, including the executive team
What the job involves
- We are seeking a Principal Product Manager, Revenue Capture to own the end-to-end monetization strategy and execution across our entire product portfolio
- This is a highly strategic, high-impact role responsible for maximizing the lifetime value (LTV) of our customers by optimizing how we price, package, and enable our users to upgrade and graduate across our products
- This leader will treat PLG originated revenue as a dedicated product line, ensuring that every touchpoint from initial free experience to enterprise renewal is designed to maximize profitable growth and customer value realization
- Reporting into the VP of Product, you will operate at the critical intersection of product, finance, marketing, and sales
- You will be the definitive owner of the monetization model, ensuring it aligns with our market strategy, customer segmentation, and financial goals
- Own the Monetization Model: Define and own the overarching pricing, packaging, and monetization strategy for all products to align with value delivery and maximize revenue
- Drive In-Product Revenue: Design, instrument, and iterate on in-product upgrade and graduation experiences to drive self-serve conversion and expansion
- Establish Pricing & Value Metrics: Lead market research, customer interviews, and quantitative analysis to establish value metrics and price points that ensure competitive advantage and optimal value exchange
- Manage Packaging and Feature Tiers: Define and maintain clear, differentiated product packages that align features, usage limits, and support with customer segments (SMB, Mid-Market, Enterprise)
- Experimentation & Optimization: Own the experimentation roadmap (A/B testing) for all pricing and packaging changes and in-product upgrade flows, rigorously measuring impact on conversion, average revenue per account, and churn
- Cross-Functional Leadership: Partner closely with Finance on forecasting and margin analysis, Sales on pricing exceptions and enablement, Product on feature rollout and gating, and Data Science on usage and LTV modeling
- Define and Instrument KPIs: Establish and report on key metrics for revenue capture, including Self-Serve ARR, Upgrade Conversion Rate, Average Revenue per Account by Segment, and Net Dollar Retention
- First 30 days:
- Conduct a full audit of current pricing, packaging, and in-product upgrade flows, identifying key friction points and immediate opportunities
- Build strong working relationships with key stakeholders in Finance, Sales Leadership, and Core Product Teams
- Deeply understand the current customer segmentation and LTV model
- First 90 days:
- Define and secure executive buy-in for your roadmap for the next 12 months
- Launch the first critical A/B test or iteration on a high-impact in-product conversion flow
- Present an initial assessment of potential usage-based or value-metric pricing changes
- First year:
- Successfully execute a major pricing or packaging change, delivering a measurable and positive impact on Average Revenue per Account and Net Dollar Retention
- Establish a repeatable, data-driven process for ongoing monetization optimization and reporting
- Drive significant lift in the self-serve revenue channel through optimized conversion experiences
Our take
Docker supplies a hub and desktop solution to simplify the workflow of app development teams. Originally known for popularising the idea of containerising software, it saw itself outpaced by Kubernetes. However, the company has identified a problem with the growing complexity of containerisation, with some apps consisting of dozens or even hundreds of containers - which is what it now addresses.
Docker has had a difficult time in the past, with 2019 seeing it sell off its enterprise business, reduce its workforce by hundreds, and change its leadership team. As a well known brand and ecosystem for containerisation, however, it aims to lure developers back to its product as well as to take advantage of the growing global demand for app development.
Returning to focus on developers rather than large companies was certainly a gamble, but one that seems to have paid off. The company has returned to profitability and raised Series C funding in 2022, which has been used to hire new talent, ramping up its business, and continuing to develop and refine its product. On top of this bounce back to success, it's also embarked on a series of acquisitions to bolster its business.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 13 rounds)
Mar 2022
$105m
SERIES C
Mar 2021
$23m
SERIES B
Total funding: $526m
Company benefits
- 100% company paid medical premiums for employees and dependents
- Flexible Time Off Policy
- Employer Paid Holidays
- Generous Parental Leave (after 6 months of employment)
- Home Office Set Up Budget
- Monthly Technology Stipend
- Training Allowances
- Life and Disability Insurance
- Retirement Plans
- Virtual and In-Person Social Events
- Docker Swag
- Quarterly Hackathons
Company HQ
China Basin, San Francisco, CA
Leadership
Don Johnson
(CEO)Prior to joining Docker in 2025, Don spent nearly 9 years at Oracle in various Engineering/VP roles. Before that, they spent over 7 years at Amazon as a Software Development Engineer and Principal Engineer.
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