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ServiceNow, Inc. Director, GTM Pricing & Monetization Programs in Atlanta, Georgia

Job Title: Director, GTM Pricing & Monetization ProgramsLocation: Austin, TX/Atlanta, GA


Work matters. It’s where we spend a third of our lives. And the workplace of the future is going to be a great place. We’re dedicated to bringing that to life for people everywhere. That’s why we put people at the heart of everything we do.

People matter. Our people have a passion for learning, building, and innovating. Whether you’re an engineer, a sales professional, a finance professional, or anything in-between, our roles aim to provide each person with meaningful impact and plenty of space to grow.


You will be part of the Pricing Strategy & Monetization team that is simplifying the buying experience for our customers & sellers, improving deal pricing & economics and scaling our pricing & monetization programs for 10B in revenue. Our team owns the overall company & product pricing strategy, GTM Pricing/Commercial programs, discounting strategy and pricing operations.


Reporting to the Sr, Director of GTM Pricing & Monetization Strategy, as the Director of Pricing & Monetization Programs, you have the opportunity to own, shape and operate the ServiceNow Buying Program (Enterprise License / Subscription Agreement) and scale it out across all sales routes to market and verticals.

What you get to do in this role:

You will play a pivotal role in the strategy, analysis and global implementation of pricing programs for our GTM team. You will create and manage a portfolio of global Pricing/GTM programs from concept to maturity enabling our selling motion across our product portfolio.

  • Define and scale the ServiceNow buying program with new packaging / bundling and commercial terms to drive growth, increase customer adoption, expand routes to market, and simplify the selling motion

  • Use quantitative techniques & research, economic value drivers and customer value perception interviews to rationalize the programs across various routes to market and verticalsin alignment with customer outcomes

  • Partner with Sales Leaders, Channel Leaders & Professional Services to influence sales strategy and execution, including compensation design, coverage models, sales enablement, piloting and scaling ServiceNOW buying programs in the field.

  • Own and operate the commercial programs by partnering with Operations and IT on O2C processes and systems to streamline the sales motion.

  • Ability to influence without authority in a matrixed organization spanning multiple functions and goes.

  • Define, track and measure program performance, defining actionable decision insights on adoption and implement continuous optimization plans.

In order to be successful in this role, you have/are:

  • 10+ years of experience in enterprise technology industry across pricing, sales strategy, business operations and/or product strategy

  • 5+ Years of GTM or Business Strategy experience in a technology or consulting firm

  • SaaS/IaaS business knowledge with the ability to understand and model the tradeoffs of GTM pricing and monetization decisions. 

  • A framework or process by which to make decisions. At times, will need to make decisions quickly and often with incomplete data.  

  • Deep understanding of your target users and are adept at understanding their problems and arriving at elegant solutions to those problems.

  • An Effective Influencer/communicator and are highly effective in securing buy-in on pricing/monetization strategies from executives and leaders across the business

  • Bachelor’s Degree or equivalent. MBA preferred but not required

ServiceNow is an Equal Employment 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, or veteran status. If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at (408) 501-8550, or for assistance.