Director, Business Operations & Monetization - Bluebox (m/f/x)

This role is about making sure Bluebox runs and grows as a real business inside Dynatrace. The focus is the business rather than the product: how we monetize it, how we measure it, and the systems, data, and coordination it takes to keep a fast-moving, product-led operation running on enterprise-grade rails.

You will take responsibility for two things. First, how Bluebox makes money: the operational side of the monetization model and the systems behind it. Second, how we know it is working: the adoption and growth analytics that tell the team, each week, whether the business is moving. This is a focused, technical role where your work has a direct impact on the business.

1. Monetization and PLG Operations

• Take responsibility for the operational backbone of Bluebox's monetization model: subscription tiers (Free, Team, Enterprise), usage-based pricing signals, self-serve conversion and upgrade flows, and marketplace transactability including AWS Marketplace and private offers.
• Translate pricing and packaging decisions into working systems: billing, metering, entitlements, checkout, and dunning, in partnership with the Dynatrace Business Systems team and the billing platform (e.g. Stripe, Orb).
• Set up and continuously improve the monetization funnel end to end: activation, self-serve conversion, and expansion, with clear paywall and upgrade triggers.
• Partner with the Growth and Monetization lead to design and carry out pricing and packaging experiments, and translate the results into concrete system and process changes.

2. Adoption, Growth and Analytics

• Take responsibility for adoption, our most important metric right now. Define, set up, and steward Bluebox's adoption and growth KPI stack: activation, weekly and monthly active accounts, ICP-qualified usage, retention, and conversion to paid.
• Monitor adoption on an ongoing basis and give the team a single, trusted view of whether Bluebox is growing, where the funnel leaks, and which accounts are active versus dormant.
• Build and maintain the weekly, monthly, and quarterly business review packs: reliable, on time, and traceable back to source data.
• Define the north-star metric and its counter-metrics, and partner with the team to track progress against them.

3. Business Systems Alignment

• Serve within the Bluebox team as the primary partner to the Dynatrace Business Systems team.
• Represent Bluebox in decisions affecting Business Systems and where close collaboration or integrations are needed, and coordinate roadmaps.
• Translate Bluebox's product-led-growth motion into concrete system requirements: subscription models, self-serve conversion flows, usage-based pricing signals, and marketplace transactions.
• Partner with the Dynatrace Legal, Compliance, and Security teams so Bluebox's contract, privacy, and data-handling posture is robust while still allowing agile execution.

4. Data Flow and Single Source of Truth

• Take responsibility for the end-to-end Bluebox data flow across every system it touches (product telemetry, CRM, billing, and support), feeding into one source of truth for the business and reducing reliance on offline spreadsheets for reconciliation.
• Map, document, and continuously improve the Bluebox data model.
• Build and share a clear understanding of how a Bluebox customer moves through the whole system, and work with partner teams to resolve issues when they arise.

Required experience

• Typically 5 to 7 years of experience, or equivalent demonstrated expertise, in Revenue Operations, Monetization or Growth Operations, Business Operations, Strategy and Operations, or Business Systems roles at a SaaS or enterprise software company.
• Practical experience working with a monetization model: pricing and packaging, subscription and usage-based billing, self-serve conversion, or marketplace transactions.
• Strong analytics capability: you can define a KPI stack, build reporting people trust, and turn product and usage data into a clear view of adoption and growth.
• Practical experience with modern data tools and core GTM systems: Salesforce or an equivalent CRM, and some combination of marketing automation, product analytics, and billing platforms.
• Strong program management and cross-functional coordination skills.

What makes you stand out

• Experience with a product-led-growth motion and familiarity with the challenges of activation, self-serve conversion, and marketplace transactability.
• Experience contributing to monetization: pricing experiments, packaging, paywall and upgrade design, and revenue and conversion analytics.
• Experience connecting a fast-moving product line with enterprise systems, for example through internal ventures, spin-outs, post-M&A integration, growth-stage companies, or other cross-functional initiatives.
• Familiarity with the fundamentals of modern data management. You do not need to be a data engineer.
• Familiarity with AI, developer tools, or observability categories.
• Ability to prioritize and navigate evolving requirements, with a proactive approach and a willingness to start with a first version and improve it iteratively.

• Dynatrace is a leader in unified observability and security.
• We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance.
• Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances.
• You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.
• For this position we offer exclusive relocation support to our R&D Headquarters in Linz, ranked among the top seven most sustainable cities in the world, where cutting-edge innovation intersects with an exceptional quality of life and affordable living costs! Click this link to find out more.

In our commitment to pay transparency and equity, the base salary range for this position is € 109,000 to € 136,000 gross per year based on full-time employment. If your capabilities align with a more senior level, we still strongly encourage you to apply.

Dynatrace provides equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected characteristic. We actively foster an inclusive workplace that celebrates differences and promotes accessibility, collaboration, and growth for all.