Monetization Strategy Director

Servicenow

San Diego (CA)

Hybrid

USD 166,000 - 290,000

Full time

3 days ago

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Benefits offered by this job

Health plans

401(k) with match

ESPP (Employee Stock Purchase Plan)

Matching donations

Flexible time away & family leave

Job summary

ServiceNow is seeking a Monetization Strategy Director to guide pricing, packaging, and monetization initiatives across its CRM and Industry Workflow portfolio. You will partner with product, GTM, and operations to align pricing with strategic roadmaps and present robust proposals to leadership.

The role emphasizes AI integration in monetization, cross-functional leadership, and data-driven decision making, with competitive compensation and health benefits in the San Diego area.

Qualifications

Experience integrating AI into work processes, decision-making, or problem-solving.
3+ years developing and executing product pricing & packaging initiatives for software businesses.
8+ years in enterprise technology across strategic planning, pricing, product strategy or management consulting.
Experience structuring and guiding analysis to inform decisions.
Experience facilitating pricing research including conjoint and direct pricing studies.
Strong communication and presentation skills for senior executives and line management.

Responsibilities

Determine, support, and execute monetization strategies across ServiceNow’s product portfolio.
Drive pricing and packaging prioritization across Business Units.
Collaborate across product, GTM, and operations to align pricing strategy with the roadmap.
Prepare product leaders for Pricing Committee approvals with robust pricing proposals.
Provide monetization inputs into 3-year strategic plans ensuring alignment with product strategy.
Lead pricing analytics and insights from data and market analyses.
Lead customer/market studies on feature value, packaging, and pricing.
Transform insights into actionable recommendations and communicate to stakeholders and senior leadership.

Skills

AI integration

Pricing strategy

Enterprise technology

Data analysis

Pricing research

Executive communication

Job description

Company Description

It all started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started.

Join us to put AI to work for people.

Job Description

The Monetization StrategyDirectorwill be atrusted advisor and thoughtleaderfortheCRM and Industry Workflowto drive impactfulmonetization strategies from idea to execution.

What you get to do in this role:

Determine, support, and executemonetization strategiesfor ongoing and new innovations acrossServiceNow’s product portfolio

Drive prioritization and clarity of pricing and packaging strategiesacross Business Units

Work cross-functionally across product,GTM, and operational stakeholders to ensure monetization strategies align to corporate pricing andpackaging strategic roadmap

Prepareproduct leadersfor the Pricing Committee approval reviews with pricing proposals that are robust

Provide key monetization strategy inputs intoBusiness Unit3-year strategic plans, ensuring interlock with product strategies

Drive strategic pricing analytics and insightsfrom 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 ofdeveloping and executingproduct pricingand packagingstrategyinitiativesfor 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 communicationand presentationskills 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 $165,600 - $289,800, 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, religion, sex, sexual orientation, national origin, age, disability, gender identity, 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 globaltalentss@servicenow.com 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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