Director, Packaging & Monetization Strategy - Employee Experience Group

ServiceNow•Mountain View, CA

About The Position

As Director of Monetization & Packaging Strategy for the EmployeeWorks Business Unit, you will own how AI products are monetized, packaged, and brought to market. You will partner with Product, Data Science, Marketing, Sales, Finance, and executive leadership to develop pricing models and offers that drive customer acquisition, expansion, retention, and revenue. The role connects product strategy and go-to-market, shaping how customers experience EmployeeWorks value from initial purchase through renewal.

Requirements

At least 7 years of experience in pricing strategy, product monetization, or financial analysis, ideally in SaaS or AI.
Deep expertise in financial modeling, revenue optimization, and strategic analysis.
A track record of pricing decisions that delivered measurable business impact.
Strong leadership presence and experience influencing senior stakeholders toward business outcomes.
Ability to prioritize, build consensus, and deliver results in cross-functional environments without direct authority.
Sound judgment about when to act independently and when to escalate, and ability to navigate ambiguity.
Comfort working in a highly collaborative, fast-paced, and dynamic environment with sparse written guides and frequent change.
Ability to create structure where none exists, ramp quickly, ask sharp questions, stay current independently, and keep partners and leadership aligned as circumstances change.
Excellent communication skills, including the ability to explain complex pricing concepts to non-financial audiences.
Fluency in AI and ability to translate engineering and product concepts for non-technical stakeholders and represent EmployeeWorks products to pricing, product management, and go-to-market teams.

Responsibilities

Develop pricing models for new and repackaged SKUs with cross-functional partners, and align EmployeeWorks pricing and packaging with company-wide strategy.
Build and maintain pricing strategies based on business objectives, primary research, financial modeling, stakeholder interviews, and competitive research.
Design pricing, bundling, offers, and associated sales plays to maximize acquisition, retention, and revenue.
Own the business unit’s consumption pricing strategy, including the Assist consumption rate card, and propose changes in partnership with the central pricing team.
Partner with Data Science and Engineering on Assist metering telemetry to ensure usage is accurately measured and consistently billed.
Analyze token spending and optimize it to protect margins as customer usage scales.
Own consumption tracking, analysis, and insights, using usage trends to inform pricing, packaging, and forecasting decisions.
Align monetization efforts across Sales, Marketing, and post-sales success teams to support revenue and retention.
Build and maintain a centralized pricing excellence hub for sales and renewals teams.
Help Sales develop glide paths to SKU options that support upsells and renewals.
Manage pricing strategy across direct, partner, reseller, and third-party partnership channels, supporting consistent execution and profitability.
Build pricing performance monitoring frameworks and present insights and recommendations to senior leadership.
Create financial models and analyses to assess pricing decisions, and design experiments to test pricing hypotheses.
Lead pricing research, competitor analysis, and market benchmarking to maintain competitive positioning.