Monetization Strategy Director

ServiceNow•Santa Clara, CA

4d•Remote

About The Position

ServiceNow’s monetization function is built on a simple conviction: pricing done well isn’t a back-office function—it’s a strategic lever that shapes how customers experience value and how the business grows. Our work impacts ServiceNow’s complete portfolio and most consequential product lines. As our portfolio evolves and new innovations come to market, the need for sharp, structured thinking on how we bring them to market—and how we price and package them—has never been greater. We’re looking for someone who brings more than pricing mechanics. We want a strategist who can sit alongside product leaders, challenge assumptions, synthesize market signals, and translate complexity into clear recommendations that hold up in a Pricing Committee room. This is not an operational or analytics seat. It’s an opportunity to own monetization strategy across a multi-product business unit at one of the fastest-growing enterprise software companies in the world—and to have your fingerprints on how we grow.

Requirements

Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI’s potential impact on the function or industry.
3+ years of developing and executing product pricing and packaging strategy initiatives for software businesses
8+ years of experience in enterprise technology industry across strategic planning, pricing, product management / strategy, and/or management consulting
Experience structuring and guiding analysis and extracting insights to inform decisions
Experience facilitating pricing research including conjoint and other direct pricing studies
Strong communication and presentation skills that can be tailored to senior executive level as well as line management

Responsibilities

Determine, support, and execute monetization strategies for ongoing and new innovations across entire of ServiceNow portfolio
Work cross-functionally across product, GTM, and operational stakeholders to ensure monetization strategies align to corporate pricing and packaging strategic roadmap
Prepare product leaders for the Pricing Committee approval reviews with pricing proposals that are robust
Provide key monetization strategy inputs into Business Unit 3-year strategic plans, ensuring interlock with product strategies
Drive strategic pricing analytics and insights from data and market analyses
Lead customer/market studies around feature value, packaging and pricing
Transform key insights into actionable recommendations and communicate findings to cross-functional stakeholders and senior executive leadership