Senior Director of Monetization & Pricing Strategy

Workiva • Denver, CO

86d • $185,000 - $296,000

About The Position

Workiva is seeking a strategic and data-driven leader to join our team as the Senior Director of Monetization & Pricing Strategy. This role will own the design and evolution of our pricing and packaging strategies, shaping how we deliver value to customers and drive revenue. You will build and scale the monetization function during a pivotal stage of growth, guiding the refinement and optimization of Workiva’s value-based pricing models that influence customer adoption, market position, and long-term success.

Requirements

• Bachelor's degree in a quantitative or business-related field, or equivalent experience
• 12+ years of progressive experience in a strategic pricing, monetization, finance, marketing or closely related function
• Experience within a B2B SaaS or technology company

Nice To Haves

• MBA or equivalent advanced degree preferred
• 5+ years of experience leading and mentoring teams, with a demonstrated ability to develop talent and scale a function
• Prior leadership experience in pricing and monetization or a closely related domain (e.g., corporate strategy, management consulting)
• Proven track record of designing, launching, and iterating monetization strategies that delivered measurable business impact in a high-growth SaaS environment
• Advanced quantitative skills, including financial modeling, pricing research, conjoint analysis, and willingness-to-pay studies
• Deep understanding of SaaS business models, unit economics, and pricing mechanics (subscription, usage-based, bundling, localization)
• Exceptional cross-functional leadership and communication skills; able to influence senior executives and align diverse stakeholders
• Ability to thrive in ambiguity and lead structured experiments that drive evidence-based decisions

Responsibilities

• Own and drive company-wide monetization transformations, evolving our strategy from its current state to future-proof model that positions pricing as a core driver of company valuation and growth
• Lead a small, high-performing team of pricing and monetization professionals, fostering a culture of collaboration and strategic impact
• Direct the development and evolution of pricing models (subscription, usage-based, hybrid) to fuel long-term growth and strengthen market positioning
• Own packaging strategy across product lines, creating simple, clear, and customer-aligned offerings that drive adoption, expansion, and competitive differentiation
• Leverage market research, competitive benchmarking, and willingness-to-pay analyses to shape data-driven monetization decisions
• Partner with Product, Finance, Sales, and Revenue Operations to operationalize pricing and packaging changes globally, ensuring go-to-market (GTM) readiness
• Establish governance, discounting, and deal desk frameworks that enable Sales with confidence while protecting long-term profitability
• Build scalable processes, tools, and performance metrics to measure impact and continuously improve monetization outcome
• Design and implement structured pricing experiments, pilots, A/B tests, and segmentation studies to validate strategies and accelerate learning
• Translate market data and customer insights into actionable recommendations that influence pricing strategy and product roadmap
• Define and communicate key monetization performance indicators (ARPU, discounting, deal velocity, attach rates) to maintain leadership alignment
• Serve as a strategic partner and influencer between Marketing, Product, Sales, Finance, and Operations to ensure monetization decisions support GTM strategy and customer value
• Collaborate with senior executives on strategic growth initiatives including market expansion, product launches, and new revenue streams, positioning pricing as a growth lever
• Communicate pricing strategy and updates across GTM teams, equipping them with messaging and tools to engage customers effectively

Benefits

• Salary range in the US: $185,000.00 - $296,000.00
• A discretionary bonus typically paid annually
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees