Sr Director, Product Pricing

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. 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 be