Lead Monetization & Pricing Strategy Manager
Workiva, Inc., Ames, IA, United States
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 You'll Do 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
What You'll Need Minimum Qualifications 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
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 You'll Be Rewarded
Salary range in the US: $133,000.00 - $214,000.00
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. #LI-HS2
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 You'll Do 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
What You'll Need Minimum Qualifications 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
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 You'll Be Rewarded
Salary range in the US: $133,000.00 - $214,000.00
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. #LI-HS2