Confluent - Senior Product Manager, Monetization (Billing Platform & Marketplaces)

IBM Confluent is a leader and pioneer in both data streaming and usage-based-billing at scale.

As a Senior Product Manager in Pricing & Monetization, you’ll own pricing and packaging fora set of Confluent offerings, along with the billing platform and marketplaces that turn them into revenue, partnering with Engineering, Design, Finance, Deal Desk, and Sales:

• You will lead strategy, planning, and implementation on how customers buy and pay for Confluent Cloud: pricing and packaging, metering, rate cards, invoicing, cost attribution, and the billing experience in the Confluent Cloud console.

• Your work reaches every paying customer, whether they buy pay-as-you-go, on a committed contract, or through the AWS, Azure, and Google Cloud marketplaces.

• You’ll make the case for each pricing decision you own, with the financial model, the competitive analysis, and the conviction to defend it in front of senior leadership

What You Will Do

• Own pricing and packaging for marketplace and self-serve offers and add-ons, and take on more of Confluent’s portfolio as priorities shift.

• Own the product direction for cost attribution, spend controls, and AI-powered, agentic FinOps and sales tools that help customers see and control what they spend and help sellers price and quote deals faster.

• Build the financial models and competitive analysis behind each pricing decision, and present a clear recommendation on why it will win to product, sales, and finance leadership.

• Ship billing features end to end, such as add-on and subscription management in the Confluent Cloud console: write the PRD, get the design approved, secure prioritization, deliver with engineering, and measure whether customers adopt it.

• Set the roadmap for the usage-based billing platform so a new pricing model launches as a configuration change, not an engineering project

• Lead billing for the AWS, Azure, and Google Cloud marketplaces, partners, and self- serve pay-as-you-go, including private offers, usage attribution, and how commitments draw down across channels.

• Define the product requirements for connecting Confluent’s billing with IBM’s commerce systems, working with Business Systems and Finance so customers see no disruption.

• Talk with customers and sellers regularly to find where pricing and billing get in their way, and track success metrics such as revenue, adoption, and time to launch a new price

• 5+ years in product management, consulting, investing, finance, engineering, or equivalent experience, including pricing, packaging, or monetization work for cloud, data infrastructure, or usage-based B2B SaaS businesses.

• The ability to build a pricing, revenue, or cost model from first principles and pressure- test it against usage and deal data (Excel or Google Sheets required, SQL strongly preferred).

• An understanding of how price drives competitive wins in B2B software, including discounting, deal structure, and the financial side of the go-to-market.

• Clear written and verbal communication, including presenting a pricing recommendation to executives with conviction and explaining a confusing billing concept to a customer on one screen.

• Proven ability to influence Engineering, Finance, and Sales without formal authority.

• Hands-on use of AI tools in your daily work for research, analysis, and automation

Preferred technical and professional experience

• Experience in management consulting, investment banking, or corporate finance, or an MBA.

• A track record of shipping product features end to end, from PRD and design through launch and adoption.

• Experience with usage-based billing or quoting platforms such as Metronome, Stripe, Zuora, or Salesforce CPQ.

• Experience with cloud marketplace pricing, billing, and private offers.

• Experience negotiating pricing, revenue share, or partner program terms with Finance, Legal, or Business Development.

• A point of view on how billing, spend controls, and pricing change when the buyer or user is an AI agent.

• Experience with data infrastructure or data streaming products such as Apache Kafka or Apache Flink.

• A computer science degree or prior engineering experience

IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.

We’re not just building better tech. We’re rewriting how data moves and what the world can do with it. With IBM Confluent, data doesn’t sit still. Our platform puts information in motion, streaming in near real-time so companies can react faster, build smarter, and deliver

experiences as dynamic as the world around them. It takes a certain kind of person to join this team. Those who ask hard questions, give honest feedback, and show up for each other. No egos, no solo acts. Just smart, curious humans pushing toward something bigger, together.

One IBM Confluent. One Team. One Data Streaming Platform.