Principal Product Manager

About the Role

SolarWinds is looking for a Principal Product Manager to own the end-to-end eCommerce experience. This includes the digital engine that converts prospects into customers and customers into advocates. This is a senior individual contributor role with high visibility across Product, Engineering, Finance, and Go-to-Market, and it carries real potential to grow into a people leadership position as the eCommerce function scales.

You will define the vision and roadmap for how SolarWinds sells online which spans self-serve purchasing, pricing and packaging presentation, checkout and payment flows, trial-to-paid conversion, and subscription management. You’ll set strategy, influence the roadmap across adjacent product areas, and raise the bar for how SolarWinds thinks about digital revenue.

This is the kind of role where your work is directly traceable to revenue. If you want ownership, strategic scope, and room to grow - this is it.

What You’ll Own

eCommerce Strategy & Vision

• Define and own the multi-year product vision and roadmap for SolarWinds’ eCommerce capabilities, aligned to company revenue and growth objectives.

• Set the strategic framework for how SolarWinds sells online - spanning SMB self-serve, mid-market, and enterprise digital motions.

• Influence pricing, packaging, and go-to-market strategy in partnership with Product, Finance, and GTM leadership.

• Represent eCommerce at the executive level, translating complex product decisions into clear business impact narratives.

Self-Serve & Product-Led Growth

• Own the self-serve buying journey from trial activation through paid conversion and upsell, building frictionless experiences that drive revenue without requiring a sales touch.

• Define and optimize in-product upgrade and expansion paths that accelerate product-led growth.

• Partner with Product and Engineering teams to build the in-app purchasing and entitlement infrastructure that powers self-serve revenue.

• Measure and improve key PLG metrics: trial conversion rate, time-to-value, activation rate, and self-serve ARR.

Checkout, Pricing & Packaging Experience

• Own the end-to-end checkout experience: product catalogue, pricing pages, cart, payment, order confirmation, and post-purchase flows.

• Drive pricing and packaging display strategy - ensuring the right offer is surfaced to the right buyer at the right moment.

• Partner with Finance and Legal on payment method expansion, tax and compliance requirements, and currency localization.

• Lead major platform investments such as commerce engine selection, payment infrastructure, and subscription management tooling.

Conversion Optimization & Analytics

• Build and maintain a data-driven operating model for eCommerce performance, with clear KPIs and a test-and-learn culture.

• Own funnel analytics: traffic-to-trial, trial-to-paid, cart abandonment, average order value, and lifetime value.

• Drive a structured A/B testing program across pricing pages, checkout flows, and upgrade prompts.

• Establish reporting and dashboards that give leadership clear visibility into digital revenue health.

Cross-Functional Influence & Organizational Leadership

• Operate as the connective tissue between Product, Engineering, Marketing, Sales, Finance, and Customer Success on all things eCommerce.

• Drive alignment on roadmap priorities without direct authority - you know how to lead through influence.

• Mentor and elevate other PMs on eCommerce thinking, customer journey analysis, and conversion-first product design.

• Build the playbooks, frameworks, and practices that scale the eCommerce function as the team grows.

What We’re Looking For

• 10+ years of product management experience, with a strong track record owning revenue-generating digital products.

• 3 - 5+ years of direct eCommerce, self-serve, or PLG experience in a B2B SaaS or hybrid (SaaS + on-prem) environment.

• Proven ability to define and execute product strategy at the principal or senior staff level - setting vision, influencing roadmaps across teams, and driving major product decisions.

• Deep understanding of eCommerce fundamentals: checkout UX, payment infrastructure, pricing and packaging strategy, subscription lifecycle, and conversion optimization.

• Strong analytical skills - you are comfortable with funnel metrics, A/B test design, cohort analysis, and presenting performance data to executive stakeholders.

• Demonstrated ability to lead through influence in a matrixed organization, building alignment across Product, Engineering, GTM, Finance, and Legal.

• Experience with pricing and packaging strategy, including how to model and present trade-offs across tiers, bundles, and go-to-market motions.

• Excellent written and verbal communication skills - you can tell a clear story at the executive level.

• Experience mentoring other PMs and contributing to team-level craft and practices.

You’ll Be a Great Fit If You…

• Think in full customer journeys and have a natural instinct for removing friction from the buying experience.

• Are equally comfortable in a spreadsheet modelling conversion scenarios as you are in a design review shaping checkout UX.

• Have strong opinions about what good eCommerce looks like - and can back them up with data.

• Thrive operating with high autonomy and aren’t waiting to be told what to build next.

• Are energized by the idea of building something from a strong foundation - there’s real room to make this function your own.

• Want a role that is IC today but keeps a clear path to leading a team as eCommerce grows.