Director, Monetization Strategy

Employment Type: Full-time Location Type: Remote Salary: $162,800 - $284,900 (plus equity, variable/incentive compensation, and benefits)

Company Description

ServiceNow, founded in San Diego, California in 2004 by Fred Luddy, is a global market leader transforming how work is done. With over 8,100 customers, including 85% of the Fortune 500®, ServiceNow provides innovative AI-enhanced technology through its intelligent cloud-based platform. We connect people, systems, and processes to help organizations work smarter, faster, and better. Join us in our mission to make the world work better for everyone.

Position Overview

The Director, Monetization Strategy will serve as a trusted advisor and thought leader for the Technology Workflow business units. This role is responsible for driving impactful monetization strategies from ideation through execution.

Responsibilities

• Strategy Development & Execution: Determine, support, and execute monetization strategies for ongoing and new innovations across Technology Workflow Business Units, encompassing IT, risk management, and security operations products.
• Pricing & Packaging: Drive prioritization and clarity of pricing and packaging strategies across Technology Workflow Business Units.
• Cross-Functional Collaboration: Work cross-functionally with product, go-to-market (GTM), and operational stakeholders to ensure monetization strategies align with the corporate pricing and packaging strategic roadmap.
• Pricing Committee Support: Prepare product leaders for Pricing Committee approval reviews with robust pricing proposals.
• Strategic Planning: Provide key monetization strategy inputs into Business Unit 3-year strategic plans, ensuring alignment with product strategies.
• Analytics & Insights: Drive strategic pricing analytics and insights derived from data and market analyses. Lead customer/market studies focusing on feature value, packaging, and pricing.
• Recommendation & Communication: Transform key insights into actionable recommendations and communicate findings to cross-functional stakeholders and senior executive leadership.
• Team Leadership: Drive productivity and scale within a core team of direct reports.

Qualifications

• AI Integration Experience: Experience leveraging or critically thinking about integrating AI into work processes, decision-making, or problem-solving. This includes using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on a function or industry.
• Leadership Experience: 4+ years of experience in leading and managing teams.
• Industry Experience: 8+ years of experience in the enterprise technology industry across strategic planning, pricing, product management/strategy, and/or management consulting.
• Software Pricing & Packaging: 3+ years of specific experience in packaging and pricing for software businesses.
• Analytical Skills: Experience structuring and guiding analysis and extracting insights to inform decisions.
• Pricing Research: Proficiency in facilitating pricing research, including conjoint analysis and other direct pricing studies.
• Communication Skills: Strong communication and presentation skills, adaptable for senior executive level and line management audiences.

Compensation & Benefits

• Base Pay: $162,800 - $284,900 (guideline, actual compensation varies based on qualifications, skill level, competencies, and work location).
• Incentive Compensation: Equity (when applicable), variable/incentive compensation, and competitive On Target Earnings (OTE) for sales positions.
• Benefits: Health plans (including flexible spending accounts), 401(k) Plan with company match, Employee Stock Purchase Program (ESPP), matching donations, flexible time away plan, and family leave programs.
• Note: Compensation is based on geographic location and subject to change based on work location.

Additional Information

• Work Personas: ServiceNow offers flexibility and trust in its distributed work environment. Work personas (flexible, remote, or required in office) are assigned based on the nature of the work and assigned work location. Eligibility for a work persona is determined by ServiceNow.