Senior Product Manager - Confluent PLG & Monetization

At IBM Software, we transform client challenges into solutions. Building the world’s leading AI-powered, cloud-native products that shape the future of business and society. Our legacy of innovation creates endless opportunities for IBMers to learn, grow, and make an impact on a global scale. Working in Software means joining a team fueled by curiosity and collaboration. You’ll work with diverse technologies, partners, and industries to design, develop, and deliver solutions that power digital transformation. With a culture that values innovation, growth, and continuous learning, IBM Software places you at the heart of IBM’s product and technology landscape. Here, you’ll have the tools and opportunities to advance your career while creating software that changes the world. With Confluent, data doesn’t sit still. We put information in motion, streaming in near real time so organizations can react faster, build smarter, and deliver experiences as dynamic as the world around them.

About the Role

We are looking for a critical, high visibility Senior Product Manager – Pricing & Monetization based in India to help design, optimize, and operationalize Confluent’s pricing and monetization models to drive growth. In this role, you will collaborate closely across Product, Engineering, Finance, Sales, and Deal Strategy teams to align pricing and packaging with customer value, translate business requirements into technical capabilities, and build durable cost models, while enabling data-driven decisions on adoption, top-line growth, margins, and overall long-term profitability.

This role sits within the broader Pricing & Monetization organization and reports into a senior product leader in the team.

 What You Will Do

Cloud Pricing Strategy & Operations

• Devise pricing & packaging strategy through customer research, competitive analysis and benchmarking, and cost modeling to achieve revenue and adoption goals for Confluent products.

• Drive cross-functional alignment on pricing across key internal stakeholders in Product, Engineering, Sales, Marketing, Finance, & Revenue.

• Create and govern policies around discounting, renewals, and deal structures for Sales. Manage pricing communication & marketing with internal stakeholders as well as customers.

Cloud Pricing & Estimation tooling

• Act as the end-to-end product owner for our internal pricing and estimation tools used by hundreds to thousands of users across Sales, Deal Desk, Product and Finance to structure commercial offers and commitments.

• Translate business policies (e.g., discounting, renewals, product/pricing tiers) into clear product requirements, ensuring the tool reflects up-to-date pricing, guidelines, and guardrails enabling Confluent to sell products globally.

• Partner closely with internal teams such as Product, Engineering, Deal Strategy, Sales Operations, etc. to formulate key initiatives, define the roadmap, prioritize improvements, and ensure the tooling is accurate, performant, and easy to use.

Measure impact & iterate

• Define success metrics for both the pricing models and the estimation tool (e.g., adoption, accuracy, usability, impact on win rates).

• Analyze tool usage and deal performance to identify gaps, prioritize enhancements, and drive continuous improvement and feedback into pricing and monetization strategy.

• Gather feedback from internal stakeholders and customers, synthesize insights, and feed them into the next iteration of product strategy.

• 4+ years of experience in product management, with at least 3 years working on B2B SaaS, data/cloud infrastructure, or developer products. Prior product/engineering experience and/or technical degree is highly preferred.

• Demonstrated experience in pricing, monetization, and/or billing (e.g., pricing models, SKUs, discounting, financial projections).

• Strong track record of working across and influencing cross-functional teams (e.g., Product, Engineering, Sales, Deal Desk/Revenue Operations, Finance).

• Comfort working with data and financial models to inform decisions (e.g., unit economics, margins, adoption and growth assumptions).

• Experience owning internal tools or platforms that support go-to-market or commercial workflows is a strong plus.

• Excellent written and verbal communication skills, with the ability to translate complex technical and financial concepts into clear narratives and requirements.

• Self-starter mindset, able to operate independently, manage ambiguity, and drive outcomes in a fast-paced, global environment.

• Expertise in Market Analysis: Experience with analyzing market trends, customer needs, and competitor activity to inform product definition and stay ahead of competitors.

• Product Roadmap Development: Experience in defining product roadmaps, pricing, and ecosystem strategies to achieve market leadership, including developing and executing product plans.

• Cross-Functional Team Collaboration: Experience managing and guiding cross-functional teams, including design, product marketing, ecosystem partners, analysts, engineering, sales, and services teams, to deliver successful products.

In a world where technology never stands still, we understand that, dedication to our clients success, innovation that matters, and trust and personal responsibility in all our relationships, lives in what we do as IBMers as we strive to be the catalyst that makes the world work better.

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