Director, AI Monetization & Packaging Strategy

ServiceNow; Mountain View (CA); Hybrid; USD 180,000 - 280,000; Full time

Job summary

ServiceNow is seeking a Director of Monetization & Packaging Strategy for the EmployeeWorks unit. You will own pricing models, packaging, and market bring-to-market, partnering with Product, Data Science, Marketing, Sales, and Finance to turn pricing into growth and retention.

You will shape pricing strategies, rate cards, and bundles, driving acquisition, expansion, and renewals while coordinating with central pricing and GTM teams to ensure profitability and consistency.

Qualifications

• 7+ years of pricing strategy, product monetization, or financial analysis, ideally in SaaS or AI.
• Deep expertise in financial modeling, revenue optimization, and strategic analysis.
• A track record of pricing decisions that delivered measurable business impact.
• Strong leadership presence and experience influencing senior stakeholders toward business outcomes.
• Proven operator in cross-functional environments: prioritization, consensus, results without direct authority.
• Strong judgment about when to act independently and when to elevate, navigating ambiguity.
• Excellent communication skills, translating pricing concepts for non-financial audiences.
• Fluency in AI, translating engineering and product concepts for non-technical stakeholders.

Responsibilities

• Own pricing strategy development and innovation to monetize EmployeeWorks offerings.
• Design pricing, packaging, and offers to maximize acquisition, expansion, and retention.
• Lead consumption pricing strategy and rate cards with central pricing alignment.
• Collaborate with Data Science and Engineering on telemetry and metering for accurate billing.
• Align monetization with GTM, enable sales with pricing plays and centralized pricing hub.
• Monitor pricing performance and present insights to senior leadership.

Skills

Pricing strategy

Financial modeling

Cross-functional leadership

Strategic analysis

Executive stakeholder influence

Job description

ServiceNow is seeking a Director of Monetization & Packaging Strategy for the EmployeeWorks unit. You will own pricing models, packaging, and market bring-to-market, partnering with Product, Data Science, Marketing, Sales, and Finance to turn pricing into growth and retention.

You will shape pricing strategies, rate cards, and bundles, driving acquisition, expansion, and renewals while coordinating with central pricing and GTM teams to ensure profitability and consistency.