Director, Pricing and Packaging Strategy - Employee Experience Group

ServiceNow • Mountain View, CA

16h

About The Position

As Director of Pricing and Packaging Strategy for the EmployeeWorks Business Unit, you will own how the unit’s AI products are priced, packaged, and brought to market. You will partner with Product, Data Science, Marketing, Sales, Finance, executive leadership, and ServiceNow’s central pricing team to develop strategies and offers that support acquisition, customer expansion, retention, and revenue growth. The role connects product strategy with go-to-market execution and shapes how customers experience EmployeeWorks’ value from initial purchase through renewal.

The position also owns the business unit’s consumption pricing strategy, including the Assist rate card, consumption tracking and analysis, and coordination on usage metering and billing. It develops pricing performance frameworks, financial models, pricing experiments, and competitive research to inform decisions and recommendations for senior leadership. The director will align monetization across sales, marketing, post-sales, and direct, partner, and reseller channels, and establish resources that help sales and renewals teams price effectively.

Requirements

• At least 7 years of experience in pricing strategy, product monetization, or financial analysis; SaaS or AI experience is preferred.
• Deep expertise in financial modeling, revenue optimization, and strategic analysis.
• A track record of pricing decisions that delivered measurable business impact.
• Leadership presence and experience influencing senior stakeholders toward business outcomes.
• Experience working cross-functionally, prioritizing effectively, building consensus, and driving results without direct authority.
• Strong judgment about when to act independently and when to escalate, and ability to navigate ambiguity.
• Comfort working in a highly collaborative, fast-paced environment.
• Ability to thrive in a dynamic environment with sparse written guides and frequent change; create structure, ramp quickly, ask sharp questions, stay current independently, and keep partners and leadership aligned.
• 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 central pricing, product management, and go-to-market teams.

Nice To Haves

• Experience in SaaS or AI.

Responsibilities

• Partner with Product, Data Science, Marketing, Sales, Finance, and executives to build pricing models for new or repackaged SKUs.
• Coordinate with ServiceNow’s central pricing team to align EmployeeWorks pricing and packaging with company-wide strategy.
• Develop pricing strategies aligned with business unit and company objectives, using primary research, financial modeling, stakeholder interviews, and competitive research.
• Design pricing, bundling, and offer strategies, as well as the sales plays used to bring them to market, to support acquisition, retention, and revenue.
• Own the business unit’s consumption pricing strategy, including setting the Assist consumption rate card.
• Propose rate-card and consumption-pricing changes in partnership with the central pricing team.
• Partner with Data Science and Engineering on Assist metering telemetry to support accurate usage measurement and consistent billing.
• Analyze and optimize token spend 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 so pricing supports 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, and reseller channels, including third-party partnerships, to support consistent execution and profitability.
• Build frameworks to monitor pricing performance 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed