[Hiring] Monetization Strategy Director @ServiceNow

Role Description

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.

What you get to do in this role:

• 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

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• 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

Requirements

• For positions in this location, we offer a base pay of $184,100 - $322,200, plus equity (when applicable), variable/incentive compensation and benefits.
• Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.
• Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location.
• We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs.
• Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Benefits

• Health plans, including flexible spending accounts
• 401(k) Plan with company match
• Employee Stock Purchase Plan (ESPP)
• Matching donations
• Flexible time away plan
• Family leave programs