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.