Lead Monetization & Pricing Strategy Manager

Workiva Inc. • Denver, CO

2d

About The Position

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.

Requirements

• Bachelor’s 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

Nice To Haves

• 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

Responsibilities

• Define and Evolve Monetization Strategy
• Lead the development of aligned packaging strategies across product lines, creating simple, differentiated, and customer-centric offerings
• Evolve Workiva’s 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

Benefits

• A discretionary bonus typically paid annually
• Restricted Stock Units granted at time of hire
• 401(k) match and comprehensive employee benefits package

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level