Principal Product Manager, Security Pricing and Packaging (Serverless) - Security Solutions

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is The Role

We're looking for a Principal Product Manager to own how Elastic Security is packaged, priced, and sold on Elastic Cloud Serverless.

More customers want to run SIEM, endpoint, and cloud security on Serverless, and the commercial model decides whether that growth is profitable. You will own the security solution layer on top of the Serverless platform: the tiers, the meters, the margins, and what it is like for a customer to pay for security on a consumption model. The Platform team owns the underlying architecture. You will work with them so that what we sell can be delivered at a healthy margin and quoted with confidence.

We are changing how we price and package, and you will help design the new model. You own the pricing recommendation, and executive executive team makes the final call.

The role sits between Product, Finance, Engineering, Sales, and Product Marketing. Expect to explain to a CISO, a CFO, and a field seller why a SKU looks the way it does.

What You Will Be Doing

• Redesign how Security is packaged and priced on Serverless. Define the tiers, feature entitlements, and usage meters, select what is bundled, metered, or sold as an add-on, test the options against customer demand and COGS, and bring a recommendation to senior executive team.

• Own margin. Work with the Platform team and Finance to model the cost of new security capabilities, including ingest, search, retention, endpoint, and AI features, and set pricing requirements before a feature ships.

• Grow Security on Serverless from proof of concept to renewal. You are accountable for new workloads, migrations from hosted and self-managed deployments, expansion, and retention. Work with Finance to separate recurring growth from one-time proof-of-concept revenue.

• Give customers control over cost and performance. Define how search configurations, data tiers, and retention work for security use cases, and bring the cost models that justify new platform levers. Keep tenant-level packaging consistent with the Product Manager for MSSP and multi-tenancy.

• Simplify how customers understand cost. Cut packaging complexity first, then simplify the sizing and pricing estimators that customers and Solutions Architects use. Agree on a measure of "simple," such as time to a credible quote, and track it.

• Turn pricing decisions into shipped product. Write the PRDs and PRFAQs, and lead the work across Security engineering, the Serverless Platform team, Billing and Metering, and Cloud Operations. Help build the frameworks and reviews that other Security PMs, Product Marketing, and Solutions Architects use to price new capabilities.

• Stay close to the market and the field. Discuss with customers and prospects about what they will and won't pay for, track how other security platforms package and price, and help the field explain when Serverless, hosted, or self-managed is the right fit.

• You know the main approaches to pricing AI features, such as token-based, credit-based, and per-action or outcome pricing, and how inference costs and unpredictable usage shape each one.

What You Bring

• You have led pricing and packaging for a SaaS or cloud product end to end, from option design and customer testing through margin modeling and executive approval, and you can point to the revenue, margin, or adoption result. Experience with usage-based or consumption pricing is required, as is experience simplifying a model that had grown too complex.

• Product experience with SIEM, XDR, endpoint, cloud security, or a security operations platform is a solid plus, and so is a background as a SOC analyst, detection engineer, or security architect. If your pricing work was on another cloud or data product, the team will help you learn the security side.

• You are comfortable with COGS, gross margin, and ARR modeling, and you can build a forecast with Finance without a translator.

• You understand how multi-tenant cloud services are built and how architecture choices drive cost, well enough to read a technical design.

• You lead through influence in a matrixed, remote-first company. You get enable teams to agree on a decision, work well asynchronously, and shift between priorities when the business changes.

• You can present pricing to a CISO and a procurement team, and you have supported deals as the product…