Senior Director of Monetization & Pricing Strategy

Workiva is seeking a strategic and data-driven leader to join our team as the Senior Director of Monetization & Pricing Strategy. This role will own the design and evolution of our pricing and packaging strategies, shaping how we deliver value to customers and drive revenue. You will build and scale the monetization function during a pivotal stage of growth, guiding the refinement and optimization of Workiva's value-based pricing models that influence customer adoption, market position, and long-term success.

What You'll Do

• Own and drive company-wide monetization transformations, evolving our strategy from its current state to future-proof model that positions pricing as a core driver of company valuation and growth

• Lead a small, high-performing team of pricing and monetization professionals, fostering a culture of collaboration and strategic impact

• Direct the development and evolution of pricing models (subscription, usage-based, hybrid) to fuel long-term growth and strengthen market positioning

• Own packaging strategy across product lines, creating simple, clear, and customer-aligned offerings that drive adoption, expansion, and competitive differentiation

• Leverage market research, competitive benchmarking, and willingness-to-pay analyses to shape data-driven monetization decisions

• Partner with Product, Finance, Sales, and Revenue Operations to operationalize pricing and packaging changes globally, ensuring go-to-market (GTM) readiness

• Establish governance, discounting, and deal desk frameworks that enable Sales with confidence while protecting long-term profitability

• Build scalable processes, tools, and performance metrics to measure impact and continuously improve monetization outcome

• Design and implement structured pricing experiments, pilots, A/B tests, and segmentation studies to validate strategies and accelerate learning

• Translate market data and customer insights into actionable recommendations that influence pricing strategy and product roadmap

• Define and communicate key monetization performance indicators (ARPU, discounting, deal velocity, attach rates) to maintain leadership alignment

• Serve as a strategic partner and influencer between Marketing, Product, Sales, Finance, and Operations to ensure monetization decisions support GTM strategy and customer value

• Collaborate with senior executives on strategic growth initiatives including market expansion, product launches, and new revenue streams, positioning pricing as a growth lever

• Communicate pricing strategy and updates across GTM teams, equipping them with messaging and tools to engage customers effectively

What You'll Need

Minimum Qualifications

• Bachelor's degree in a quantitative or business-related field, or equivalent experience

• 12+ years of progressive experience in a strategic pricing, monetization, finance, marketing or closely related function

• Experience within a B2B SaaS or technology company

Preferred Qualifications

• MBA or equivalent advanced degree preferred

• 5+ years of experience leading and mentoring teams, with a demonstrated ability to develop talent and scale a function

• Prior leadership experience in pricing and monetization or a closely related domain (e.g., corporate strategy, management consulting)

• Proven track record of designing, launching, and iterating monetization strategies that delivered measurable business impact in a high-growth SaaS environment

• Advanced quantitative skills, including financial modeling, pricing research, conjoint analysis, and willingness-to-pay studies

• Deep understanding of SaaS business models, unit economics, and pricing mechanics (subscription, usage-based, bundling, localization)

• Exceptional cross-functional leadership and communication skills; able to influence senior executives and align diverse stakeholders

• Ability to thrive in ambiguity and lead structured experiments that drive evidence-based decisions

Travel Requirements & Working Conditions

• 25% travel for customer and internal meetings

• Reliable internet access for any period of time working remotely and not in a Workiva office.

How You'll Be Rewarded

A discretionary bonus typically paid annually

Restricted Stock Units granted at time of hire

401(k) match and comprehensive employee benefits package

The salary range represents the low and high end of the salary range for this job in the US. Minimums and maximums may vary based on location. The actual salary offer will carefully consider a wide range of factors, including your skills, qualifications, experience and other relevant factors.

Employment decisions are made without regard to age, race, creed, color, religion, sex, national origin, ancestry, disability status, veteran status, sexual orientation, gender identity or expression, genetic information, marital status, citizenship status or any other protected characteristic.

Workiva is committed to working with and providing reasonable accommodations to applicants with disabilities. To request assistance with the application process, please email talentacquisition@workiva.com.

Workiva employees are required to undergo comprehensive security and privacy training tailored to their roles, ensuring adherence to company policies and regulatory standards.

Workiva supports employees in working where they work best - either from an office or remotely from any location within their country of employment.