Director, Packaging & Monetization Strategy - Employee Experience Group

As Director of Monetization & Packaging Strategy for the EmployeeWorks Business Unit, you’ll own how our AI products are monetized, packaged, and brought to market. You’ll partner with Product, Data Science, Marketing, Sales, Finance, and executive leadership to turn pricing into a growth lever, building models and offers that drive acquisition, expand existing customers, and protect retention. This role sits at the center of product strategy and go-to-market, and it shapes how customers experience the value of EmployeeWorks from first deal through renewal. 

What you’ll do 

Pricing strategy development and innovation 

• Partner with Product, Data Science, Marketing, Sales, Finance, and executives to build pricing models for every new or repackaged SKU. 

• Partner with ServiceNow’s central pricing team to keep EmployeeWorks pricing and packaging aligned with company-wide pricing strategy. 

• Develop and maintain pricing strategies that align with BU and company objectives, grounded in primary research, financial modeling, stakeholder interviews, and competitive research. 

• Design pricing, bundling, and offer strategies, along with the sales plays that bring them to market, to maximize customer acquisition, retention, and revenue. 

Consumption pricing strategy 

• Own the consumption pricing strategy for the BU, including setting the rate card for Assist consumption. 

• Propose rate card and consumption pricing changes in partnership with the central pricing team. 

• Partner with Data Science and Engineering on Assist metering telemetry, so usage is measured accurately and billed consistently. 

• Drive token spend analysis and optimization to protect margins as customer usage scales. 

• Own consumption tracking, analysis, and insights for the business, turning usage trends into pricing, packaging, and forecasting decisions. 

Go-to-market alignment 

• Align monetization efforts across Sales, Marketing, and post-sales success teams so pricing translates into revenue and retention. 

• Build and maintain a centralized pricing excellence hub that equips sales and renewals teams to price with confidence. 

• Help sales build glide paths to different SKU options that drive upsells and renewals. 

• Manage pricing strategy across direct, partner, and reseller channels, ensuring consistent execution and profitability across all of them, including third-party partnerships. 

Insights and analytics 

• Build frameworks to monitor pricing performance and present insights and recommendations to senior leadership. 

• Create financial models and analyses to assess the impact of pricing decisions, and design experiments to test pricing hypotheses. 

Competitive intelligence and market analysis 

• Lead pricing research, including competitor analysis and market benchmarking, to keep EmployeeWorks competitively positioned.