👋 I’m Pearl. I help category-defining consumer & B2B companies scale growth and get to product-market-GTM fit.

For the past decade of my career, I’ve helped companies grow, scale, and get to product-market-GTM fit with a focus on product-led growth motions for prosumer and B2B SaaS products that sell themselves. I play at the crossroads of product management, growth marketing, and BizOps to drive growth at both startups and big tech. Within growth, I’m also a monetization expert, having been Head of Pricing & Packaging at companies like Dropbox and Spotify. I also advise startups and angel invest on the side. My north star over the course of my professional (and personal) life has always been (1) maximizing learning opportunities, (2) helping others and making a measurable impact, (3) leveraging a grit mindset.

Most recently, I led Growth & Monetization at Dropbox. I led an incredible team of PMs, designers, engineers, and data scientists to drive growth across the user lifecycle via experimentation and research on everything across initial signup, onboarding, purchase and trial, subscription management, and virality loops. This had an outsized impact on new user acquisition, retention, monetization, and expansion metrics. We ultimately revamped Dropbox’s freemium plan to be more competitive, re-hauled Dropbox’s entire growth to focus on B2B teams (acquiring, converting , and expanding them via new growth motions), introduced new multi-product workflows plans, and optimized prices commensurate with new product value and features we’ve introduced to customers over the years.

Before that, I started and scaled the Monetization and New Business Growth teams at Spotify, shipping experiences that impacted top-line MAU and revenue. I joined shortly before the pandemic, when we were all in on music streaming but thinking about audio outside of this. The pandemic gave us more leeway to explore and experiment with things outside of music like audiobooks, podcasts, live music, merch (and many more audio categories) to develop the first business model hypotheses and experiment into what evolved to be new Spotify plans. I’m super proud to see audiobooks and paid podcasts now all on the Spotify app, in addition to many new subscription packages released across markets (Spotify Plus, Mini, Supremium). I also learned firsthand the depth and care we owe our customers when we started adding features to (and increasing prices on) Premium plans.

I started my tech operator career at Namely, a B2B HR SaaS startup that was one of the fastest growing private companies at the time and was eventually acquired. I was one of the first business hires, and built a mighty BizOps and Data team from scratch. We were the trusted growth advisors to the CEO and CFO, working on everything from early product-led sales motions, optimizing our marketing and sales funnels, revamping our CSM/service models, and internationalization. This taught me how to seek out and solve for bottlenecks that prevent companies from growing faster, whether that is having access to the right data or implementing the right GTM motions.

Before tech, I was a management consultant and investment banker. I did a lot of Excel, number crunching, and board presentations for IPOs and strategic acquisitions. Most importantly, I learned how to work with everyone from CEOs down to ICs to identify the right challenges to focus in often chaotic environments.

I used to study international relations and economics. Fun fact: in a former life, I was a pianist who studied at The Juilliard School and performed at Carnegie Hall.