Monetization Strategy Director

Company Description
It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today - ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.
Job Description
Why We're Hiring
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
To be successful in this role you have:

• 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

JV20
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.
Additional Information
Work Personas
We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here . To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.
Equal Opportunity Employer
ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.
Accommodations
We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact [email protected] for assistance.
Export Control Regulations
For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.
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