Head of GTM Pricing Strategy | 27330

Marketing Santa Clara, California


Job Title: Head of GTM Pricing Strategy
Location: Santa Clara, CA

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. The VP of Pricing Strategy at ServiceNow is looking for a head of GTM pricing strategy to lead a team that drives a strategic pricing approach with our sales team and customers.


  • Drive prioritization and clarity of pricing strategies in support of customer and sales feedback
  • Drive GTM pricing strategy across the all geos, industries, routes to market and offerings
  • Lead global rollout of new discounting framework
  • Drive customer migration strategy and playbook for pricing model changes
  • Run controlled pricing pilots to test and learn new models to support future consumption shifts
  • Help define packaging and pricing of industry GTM solutions
  • Lead global rollout of Enterprise and MSP buying programs
  • Working with sales, customer and competitive inputs, identify new cross-portfolio packaging opportunities as well as help refine good/better/best for simplification and growth
  • Drive the capture of market and competitive insights to inform sales and customer views
  • Support the rest of pricing strategy organization as needed on customer elasticity, competition, and broader market factors to help support the go-to-market pricing strategy
  • Drive close loop process with Product, Finance, Marketing teams to address sales and customer insights for ongoing pricing improvements
  • Deliver insights around sales pricing performance indicators to help drive deal quality and velocity
  • Drive alignment between business value assessments and pricing strategy to support value positioning and perception with customers
  • Transform key insights into actionable recommendations and communicate findings to cross-functional stakeholders and senior executive leadership
  • Drive productivity and scale out of a core team of direct reports


  • 4+ years of experience with leading and managing teams
  • 8+ years of experience in enterprise technology industry across strategic planning, pricing, product management / strategy, and/or management consulting with 3+ years of specific experience packaging and pricing for software businesses
  • Experience structuring and guiding analysis and extracting insights to inform decisions
  • Experience facilitating pricing research including conjoint and other direct pricing studies
  • Strong communication skills that can be tailored to senior executive level as well as line management
  • Strong understanding of value-based pricing theories and analytical methodologies
  • Bachelor degree in business, statistics, economics, or other quantitative disciplines
  • MBA degree strongly preferred from a leading institution

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 talent.acquisition@servicenow.com for assistance.