Sr. Director, Head of Go To Market Pricing

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500, and we're proud to be one of FORTUNE's 100 Best Companies to Work For® and World's Most Admired Companies®.

Learn more on Life at Now blog and hear from our employees about their experiences working at ServiceNow.

Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

ServiceNow is changing the way people work. With a service-orientation toward the activities, tasks and processes that make up day-to-day work life, we help the modern enterprise operate faster and be more scalable than ever before. We are looking for a leader to run the go to market pricing strategy team, elevating sales, partner and customer success by transforming and optimizing pricing models, discount guidance and commercial structures.

What you get to do in this role:

• Develop a robust commercial monetization strategy across account segments, geo, etc. and expand the commercial toolbox available to seller to maximize value to ServiceNow, our sellers and our customers
• Maintain and evolve a robust pricing guidance framework to manage Sales pricing performance across geo, channels and sales motions
• Identify and develop new innovative commercial structures across direct and indirect business
• Identify needs for pricing tooling from various stakeholders (field, partners, deal desk) to deliver on our commercial strategy and own the overall roadmap
• Identify pricing, licensing and packaging opportunities to simplify sales motion and increase value capture
• Maintain a robust feedback-loop with product BU Pricing teams to ensure customer feedback on our pricing strategy is incorporate in ServiceNow’s overall monetization approach
• Transform key insights into actionable recommendations and communicate findings to cross-functional stakeholders and senior leaders
• Drive productivity and scale out of a core team of direct reports

Qualifications

To be successful in this role you have:

• 4+ years of experience with leading and managing teams
• 8+ years of experience in enterprise technology industry across strategic planning and field operations, pricing, and/or product operations with 4+ years of experience in pricing, Enterprise Licensing Agreements, deal structuring or negotiation
• Experience structuring and guiding analysis and extracting insights to inform decisions
• Strong understanding of value-based pricing theories and analytical methodologies
• Bachelor degree in business, statistics, economics, or other quantitative disciplines
• MBA degree strongly preferred

JV20

For positions in the Bay Area, we offer a base pay of $198,600 - $357,400, 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

Additional Information

ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive considerati