Senior Director, Developer Platform

As Senior Director, Developer Platform, you’ll be the commercial leader accountable for how 1Password’s developer platform creates and captures value—from partner acquisition to monetization strategy to pricing/packaging to launch motions and revenue outcomes. Reporting directly to the VP, Corporate Development & Strategic Partnerships, you’ll work hand-in-glove with the CDSP team to define the commercial model for a growing ecosystem (integrations, partners, and developers), while partnering deeply with Product and Engineering to ensure our platform is built to scale securely, reliably, and profitably.

This is a high-impact leadership role at the intersection of platform strategy, developer experience, and commercial execution—with clear ownership of KPIs tied to acquisition, adoption, retention, and revenue.

What to expect:

Monetization Strategy and Business Ownership

• Define and own the monetization strategy for 1Password’s developer platform, including pricing models, packaging, entitlements, and value metrics (e.g., usage-based, tiered plans, add-ons, enterprise bundles).
• Build the business plan: market segmentation, willingness-to-pay hypotheses, competitive/adjacent benchmarks, and revenue forecasting with clear assumptions and sensitivities.
• Establish and run a pricing and packaging operating cadence (experimentation roadmap, KPI tracking, launch readiness, and post-launch readouts)

Platform GTM and Growth Motions

• Create the go-to-market strategy for platform capabilities (APIs, SDKs, tooling, integrations, marketplace/partner distribution), spanning self-serve and enterprise adoption paths
• Partner with Product Marketing, Sales, and CS to build messaging, enablement, and conversion paths that make the platform easy to adopt and easy to buy.
• Drive measurable outcomes across the funnel: developer activation → retention → expansion → revenue, with crisp definitions of “north star” metrics and leading indicators.
• Acquire relevant partners.

Partner Monetization and Ecosystem Commercial Design

• Define how partner distribution and integrations monetize (e.g., marketplace economics, revenue-share models, co-sell/attach motions, incentives).
• Own commercial frameworks for partner offers: packaging rules, margin targets, deal guardrails, and scalable partner terms.

Product + Engineering Collaboration (Commercial Requirements into Platform Reality)

• Translate monetization needs into product requirements: metering, billing hooks, entitlements, plan limits, self-serve purchase flows, and enterprise procurement readiness.
• Ensure the platform reduces friction for developers and accelerates time-to-value/time-to-revenue for customers integrating 1Password.
  Partner on risk controls and abuse/fraud considerations where platform usage and monetization intersect.

Analytics, Insights, and Decision Systems

• Build the insight engine: instrumentation strategy, dashboards, cohorting, pricing elasticity tests, and qualitative developer/customer feedback loops.
• Use data to drive decisions: what to launch, what to fix, what to sunset, and what to double down on.

Leadership and Team Building

• Build and lead a lean, high-impact team over time (e.g., monetization strategy, platform GTM, pricing ops/analytics), and establish cross-functional operating rhythms to execute at speed

What we're looking for:

• Senior leadership experience owning monetization/pricing/packaging and GTM for developer-facing products (platforms, APIs, SDKs, dev tools, marketplaces, or security/identity products).
• Proven track record designing and executing monetization for PLG + enterprise motions, including experimentation and KPI-driven iteration.
• Strong cross-functional leadership: ability to align Product, Engineering, Marketing, Sales, Finance, and Legal on monetization decisions and launches.
  Deep empathy for developers and the realities of adoption (docs, SDK quality, integration friction, reliability), and the ability to connect DevEx to commercial outcomes.
  Analytical rigor: comfort building models, interpreting experiments, and turning data into clear strategy and tradeoffs.
• High standards for trust: appreciation for security, privacy, and reliability as core to platform value (especially in identity/security domains).
• Executive presence and crisp communication—able to drive decisions with senior stakeholders and represent the platform strategy internally and externally

Nice to have:

• Experience monetizing security/identity platforms, or adjacent developer ecosystems (e.g., cloud, dev tooling, API platforms).
• Experience building marketplace economics and partner monetization frameworks.
• Familiarity with usage-based pricing mechanics, billing/entitlements systems, and platform unit economics.
• Experience and relationships with the cybersecurity ecosystem strongly preferred.