Lead Monetization & Pricing Strategy Manager

Workiva is seeking a strategic analytical and business-minded Lead Monetization & Pricing Strategy Manager to shape how we price package and deliver value across our platform during a pivotal stage of organizational maturity.

As a key strategist within the monetization function you will design and operationalize pricing strategies that accelerate adoption drive expansion and position pricing as a durable lever of company valuation and long-term growth.

This is a highly cross-functional role with visibility across Product Finance Sales Marketing and Revenue Operations.

What Youll Do

Define and Evolve Monetization Strategy

• Lead the development of aligned packaging strategies across product lines creating simple differentiated and customer-centric offerings

• Evolve Workivas pricing approach toward scalable future-ready models that support multi-product expansion and long-term growth

• Design and refine subscription usage-based and hybrid pricing models grounded in value delivery and unit economics
  

Drive Data-informed Decision Making

• Lead market research competitive benchmarking segmentation and willingness-to-pay analyses to inform pricing strategy

• Design and execute structured experiments (pilots A/B tests pricing studies) to validate hypotheses and accelerate learning

• Translate customer insights and market signals into actionable recommendations that influence both pricing and product roadmap decisions

• Analyze monetization performance metrics (ARPU discounting trends attach rates deal velocity retention expansion) and proactively identify growth opportunities
  

Operationalize and Scale Impact

• Partner with Product Sales Finance Marketing and Revenue Operations to implement pricing and packaging changes globally

• Ensure GTM readiness including field enablement messaging alignment and systems/process updates

• Serve as a strategic advisor to cross-functional leaders on new product launches market expansion and emerging revenue streams

• Communicate pricing strategy clearly and effectively to executive and GTM audiences

What Youll Need

Minimum Qualifications

• Bachelors degree in business economics finance engineering or a related quantitative field (or equivalent experience)

• 8 years of experience in pricing monetization corporate strategy finance consulting or a related strategic function

• Experience in a B2B SaaS or technology environment
  

Preferred Qualifications

• MBA or advanced degree

• Demonstrated success designing and scaling monetization strategies that delivered measurable revenue impact in a growth-stage SaaS company

• Strong financial modeling and quantitative analysis skills including experience with pricing research conjoint analysis and willingness-to-pay studies. Fluent in SQL or a desire and willingness to learn.

• Deep understanding of SaaS economics packaging strategy and pricing mechanics (subscription usage-based bundling localization)

• Exceptional executive communication skills with the ability to influence senior stakeholders

• Comfort operating in ambiguity and leading structured experimentation in evolving markets
  

Travel Requirements & Working Conditions

• Up to 20% travel for customer and internal collaboration

• Reliable internet access for remote work as needed

How Youll 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 .

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.