Senior Principal Product Manager PLG & Billing

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 gro