Sr Director, Product Pricing

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
ServiceNow is seeking a world-class Sr. Director of Product Pricing to build and lead the team that is responsible for product monetization and packaging discipline. The Sr. Director of Product Pricing will develop and implement the pricing and packaging strategy for ServiceNow's growing suite of products. We are searching for an executive who brings extensive experience in successfully crafting monetization strategies into market along with leading strategic pricing initiatives in the technology industry. The Sr. Director of Product Pricing will be a key driver in setting the stage to enable ServiceNow's continued and rapid growth, energizing existing products across the platforms, and paving the way to launching new products concurrently with reimagining existing ones.
This person must combine superior communication skills with rich technical and analytical depth and the ability to understand and articulate the technical and business value of ServiceNow's full suite of products, the dynamics of the markets in which they compete, and the business value they deliver.
This leader will build and evolve our Product Pricing Strategy practice and lead all product pricing initiatives across ServiceNow. The successful candidate will be comfortable immersing him or herself in data to ensure that customer needs, financial objectives and product requirements are aligned to our pricing approach. S/he will operate with conviction and partner extensively with cross functional teams to gain alignment and enable execution. The successful candidate must possess the ability to persuade others with a data driven approach, partner extensively with Product GMs and Sales leaders, and the ability to manage a team of high achieving individuals and leaders. This is an opportunity to partner with our C-level executive team to transform ServiceNow product strategy and deliver customer friendly, innovative pricing solutions to market.
The Role
ServiceNow is building the next generation of pricing and monetization for an AI-powered enterprise platform used by the majority of the Fortune 500. This role exists to define how value is packaged, priced, and scaled across a rapidly expanding product portfolio, including AI-driven capabilities, platform services, and consumption-based offerings.
ServiceNow's pricing & 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.
Additional Responsibilities
Pricing & Packaging and Portfolio Design

• Determine monetization strategy for ongoing and new Business Unit innovations across good/better/best framework

• Drive prioritization and clarity of pricing and packaging strategies across Business Units

• Ensure BU strategies align to corporate pricing and packaging strategic roadmap

• Provide key monetization strategy inputs into BU level 3 year strategic plans, ensuring interlock with product strategies

• Design buying packages that simplify entry, accelerate expansion, and support multi-product adoption.

• Determine how applications and capabilities are grouped across suites and editions.

• Partner with Product to influence roadmap decisions through a monetization and value lens.

• Develop approaches for metering, measurement, and value realization, particularly for AI-driven functionality.

• Alignment of new product launches to standard pricing meters, consistent value based list price setting and discount guidance model

• Ensure product telemetry requirements are identified and delivered in support of go forward pricing models

• Determine list and targeted net realized pricing for each offer.

• Execute market benchmarking and gather feedback from GTM teams to ensure sales and customer alignment

• Transform key insights into actionable recommendations and communicate findings to cross-functional stakeholders and senior executive leadership

• Prepare BUs for the Pricing Committee approval reviews with pricing proposals that are robust

AI-Native & Next-Gen Models

• Anticipate how AI, automation, and digital labor shift pricing logic, packaging, and value attribution.

• Explore usage, performance, and outcome-based monetization where appropriate.

• Define how trials, previews, and proofs of value translate into scalable commercial models.

Execution & Scale

• Translate strategy into operational reality across quoting, billing, renewals, and renewals economics.

• Monitor market dynamics, competitive moves, and customer behavior to continuously refine pricing.

• Lead customer / market studies around feature value, packaging and pricing

Leadership

• Build and lead a high-caliber global product pricing organization with strong product, analytical, and commercial instincts.

• Operate as a trusted partner to senior executives, with the presence to influence complex decisions.

• Establish operating rhythms, accountability, and clear outcomes across a distributed team.

• Drive productivity and scale out a core team of direct reports

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.
• 8-15 years of experience in enterprise technology industry across strategic planning, pricing, product management / strategy, and/or management consulting with 4+ years of specific experience packaging and pricing for software businesses
• 4+ years of experience with leading and managing teams
• Experience designing and launching new-to-company strategies focused on pricing and packaging that have a direct and measurable impact on TCV.
• Track record of aligning a product and pricing portfolio with the needs and preferences of product segments.
• Experience facilitating pricing research including conjoint and other direct pricing studies
• Experience structuring and guiding analysis and extracting insights to inform decisions
• Experience redesigning pricing models to be simpler, encourage usage, and better matched to value delivery.
• Strong understanding of value-based pricing theories and analytical methodologies
• Strong communication skills that can be tailored to senior executive level as well as line management
• Experience partnering closely with sales, product management, and finance on companywide initiatives.
• Experience building and managing a team of 10-20 talented individuals and managers.
• Experience leading, building and transforming an organizations global product pricing function from product strategy through field execution.
• Conduct monthly and quarterly business reviews providing strategic and actionable insights with the sales, product, and finance leadership team.
• Oversee and optimize pricing operations through innovative digital transformation.
• Bachelor's degree in a related discipline is required. MBA desired.

JV20
For positions in this location, we offer a base pay of $220,300 - $396,500, 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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