Director, Pricing & Packaging Strategy

ServiceNow•Mountain View, CA

About The Position

The Director of Pricing & Packaging Strategy for the EmployeeWorks Business Unit owns how the company’s AI products are priced, packaged, and brought to market. The role partners with Product, Data Science, Marketing, Sales, Finance, executive leadership, and ServiceNow’s central pricing team to develop pricing models and offers that support customer acquisition, expansion, retention, and revenue growth. It shapes the customer experience from the initial deal through renewal. The position leads the business unit’s consumption pricing strategy, including the Assist rate card, accurate usage metering and billing, token spend analysis, and consumption tracking. It also aligns monetization across sales, marketing, post-sales success, and direct, partner, and reseller channels; equips sales and renewals teams with pricing resources; and builds analytics, financial models, experiments, and competitive research to inform pricing decisions and recommendations to senior leadership.

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.
Strong leadership presence and experience influencing senior stakeholders toward business outcomes.
Experience operating cross-functionally, with strong prioritization, consensus-building, and results-driving skills 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 environment.
Ability to create structure when written guides and playbooks are sparse, ramp quickly, ask effective questions, stay current proactively, and keep partners and leadership aligned through frequent change.
Excellent communication skills, including the ability to explain complex pricing concepts clearly 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 develop pricing models for new and repackaged SKUs.
Coordinate with ServiceNow’s central pricing team to align EmployeeWorks pricing and packaging with company-wide strategy.
Develop pricing strategies based on business objectives, primary research, financial modeling, stakeholder interviews, and competitive research.
Design pricing, bundling, and offer strategies and related sales plays to support customer acquisition, retention, and revenue.
Own EmployeeWorks consumption pricing strategy, including setting the Assist consumption rate card.
Propose rate card and consumption pricing changes 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 and optimize token spend to protect margins as customer usage grows.
Own consumption tracking, analysis, and insights, translating usage trends into pricing, packaging, and forecasting decisions.
Align monetization 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 across SKU options to drive upsells and renewals.
Manage pricing strategy across direct, partner, reseller, and third-party partnership channels, supporting 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.