[Hiring] Lead Monetization & Pricing Strategy Manager @Workiva Inc.

Role Description

Workiva is seeking a strategic, analytical, and business-minded Lead Monetization & Pricing Strategy Manager to shape how we price, package, and deliver value across our platform during a pivotal stage of organizational maturity.

As a key strategist within the monetization function, you will design and operationalize pricing strategies that accelerate adoption, drive expansion, and position pricing as a durable lever of company valuation and long-term growth. This is a highly cross-functional role with visibility across Product, Finance, Sales, Marketing, and Revenue Operations.

What You’ll Do

• Define and Evolve Monetization Strategy
  • Lead the development of aligned packaging strategies across product lines, creating simple, differentiated, and customer-centric offerings.
  • Evolve Workiva’s pricing approach toward scalable, future-ready models that support multi-product expansion and long-term growth.
  • Design and refine subscription, usage-based, and hybrid pricing models grounded in value delivery and unit economics.
• Drive Data-informed Decision Making
  • Lead market research, competitive benchmarking, segmentation, and willingness-to-pay analyses to inform pricing strategy.
  • Design and execute structured experiments (pilots, A/B tests, pricing studies) to validate hypotheses and accelerate learning.
  • Translate customer insights and market signals into actionable recommendations that influence both pricing and product roadmap decisions.
  • Analyze monetization performance metrics (ARPU, discounting trends, attach rates, deal velocity, retention, expansion) and proactively identify growth opportunities.
• Operationalize and Scale Impact
  • Partner with Product, Sales, Finance, Marketing, and Revenue Operations to implement pricing and packaging changes globally.
  • Ensure GTM readiness, including field enablement, messaging alignment, and systems/process updates.
  • Serve as a strategic advisor to cross-functional leaders on new product launches, market expansion, and emerging revenue streams.
  • Communicate pricing strategy clearly and effectively to executive and GTM audiences.

Qualifications

• Minimum Qualifications
  • Bachelor’s degree in business, economics, finance, engineering, or a related quantitative field (or equivalent experience).
  • 8+ years of experience in pricing, monetization, corporate strategy, finance, consulting, or a related strategic function.
  • Experience in a B2B SaaS or technology environment.
• Preferred Qualifications
  • MBA or advanced degree.
  • Demonstrated success designing and scaling monetization strategies that delivered measurable revenue impact in a growth-stage SaaS company.
  • Strong financial modeling and quantitative analysis skills, including experience with pricing research, conjoint analysis, and willingness-to-pay studies. Fluent in SQL or a desire and willingness to learn.
  • Deep understanding of SaaS economics, packaging strategy, and pricing mechanics (subscription, usage-based, bundling, localization).
  • Exceptional executive communication skills with the ability to influence senior stakeholders.
  • Comfort operating in ambiguity and leading structured experimentation in evolving markets.

Requirements

• Up to 20% travel for customer and internal collaboration.
• Reliable internet access for remote work as needed.

Benefits

• Salary range in the US: $133,000.00 - $214,000.00.
• A discretionary bonus typically paid annually.
• Restricted Stock Units granted at time of hire.
• 401(k) match and comprehensive employee benefits package.