Top Benefits
Commuter benefits
Annual learning stipends
Work from home opportunities
About the role
Who you are
- 10+ years of enterprise services sales leadership (SaaS/professional services), including leading quota-carrying teams
- Proven success in regulated industries (e.g., Healthcare & Life Sciences, Financial Services) and in post-sales adoption/value realization motions
- Demonstrated excellence in executive engagement, solutioning/scoping, complex deal leadership, and partner ecosystem management
- Strong operating cadence around forecasting, pipeline inspection, and performance management; comfort with dashboards and metrics
- A builder’s mindset: establish standards, simplify processes, and scale what works—without losing speed
- Exceptional communication skills; able to align diverse stakeholder groups to decisive action
What the job involves
- This role sits within the Customer Excellence Group (CEG) serving ServiceNow Regulated Industries customers. Our purpose is to accelerate platform adoption and deliver relevant industry outcomes that realize our customers’ transformation ambitions
- We do this through a portfolio of services delivered by world-class consultants and success professionals, proven leading practices, methodologies, and tools, and a strong ecosystem of partners
- As a Go-To-Market (GTM) Director, you will lead a team of Services Account Executives (SAEs) who sell Customer Success offerings, Implementation and Advisory Services that drive adoption, value realization, and business outcomes for our customers
- Lead, coach, and scale a high-performing SAE team across Regulated Industries; set a talent strategy, build bench strength, and create an attractive place to work
- Own the services GTM plan for your market area: coverage model, territory plans, target account lists, quota setting, and end-to-end forecast governance
- Create net-new pipeline and accelerate pursuits; guide value-based selling motions and executive alignment (VP/CxO) to shape multi-year roadmaps and outcomes
- Partner across ServiceNow (Software Sales AEs, CEG, Solution Sales, Product BUs, Marketing) and with our delivery partners to design winning pursuit strategies and delivery approaches
- Run high-quality deal reviews: solutioning/scoping oversight, proposal excellence, commercial strategy, pricing guardrails, and margin/viability checks
- Drive customer value realization: attach the right mix of services to product sales, align on success plans, and ensure time-to-value and adoption milestones are achieved
- Strengthen the ecosystem: define partner strategy and mix, enable partner readiness, and resolve resourcing gaps to ensure the right talent is on every engagement
- Be a data-driven operator: inspect pipeline health, coverage, velocity, win rates, attach rates, forecast accuracy, delivery utilization, and gross margin, acting quickly on insights
- Champion culture and change: set clear objectives, foster accountability, reward creativity and innovation, and model adaptability in a dynamic, competitive environment
- Talent builder: Identifies capability gaps, attracts key talent, and establishes coaching/mentoring to grow future leaders
- Executive influence: Crafts compelling business cases, gains buy-in, and negotiates skillfully with internal and external stakeholders
- Operational rigor: Aligns plans across teams, allocates resources to priorities, and sets aggressive yet realistic timelines
- Innovation & agility: Challenges teams to generate breakthrough ideas and embeds flexibility in structures, systems, and culture
- Customer obsession: Creates urgency around meeting customer needs; builds broad internal/external networks to stay ahead of industry shifts and amplify impact
- Key performance indicators
- Services bookings & growth, attach rate to product sales, and win rate
- Pipeline coverage & velocity, forecast accuracy
- Delivery utilization and revenue realization
- Time-to-value, adoption milestones, CSAT/NPS, and renewal impact/uplift
Benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
About ServiceNow
Software Development
10,000+
ServiceNow (NYSE: NOW) makes the world work better for everyone. Our cloud-based platform and solutions help digitize and unify organizations so that they can find smarter, faster, better ways to make work flow. So employees and customers can be more connected, more innovative, and more agile. And we can all create the future we imagine. The world works with ServiceNow.
For more information, visit www.servicenow.com.
Top Benefits
Commuter benefits
Annual learning stipends
Work from home opportunities
About the role
Who you are
- 10+ years of enterprise services sales leadership (SaaS/professional services), including leading quota-carrying teams
- Proven success in regulated industries (e.g., Healthcare & Life Sciences, Financial Services) and in post-sales adoption/value realization motions
- Demonstrated excellence in executive engagement, solutioning/scoping, complex deal leadership, and partner ecosystem management
- Strong operating cadence around forecasting, pipeline inspection, and performance management; comfort with dashboards and metrics
- A builder’s mindset: establish standards, simplify processes, and scale what works—without losing speed
- Exceptional communication skills; able to align diverse stakeholder groups to decisive action
What the job involves
- This role sits within the Customer Excellence Group (CEG) serving ServiceNow Regulated Industries customers. Our purpose is to accelerate platform adoption and deliver relevant industry outcomes that realize our customers’ transformation ambitions
- We do this through a portfolio of services delivered by world-class consultants and success professionals, proven leading practices, methodologies, and tools, and a strong ecosystem of partners
- As a Go-To-Market (GTM) Director, you will lead a team of Services Account Executives (SAEs) who sell Customer Success offerings, Implementation and Advisory Services that drive adoption, value realization, and business outcomes for our customers
- Lead, coach, and scale a high-performing SAE team across Regulated Industries; set a talent strategy, build bench strength, and create an attractive place to work
- Own the services GTM plan for your market area: coverage model, territory plans, target account lists, quota setting, and end-to-end forecast governance
- Create net-new pipeline and accelerate pursuits; guide value-based selling motions and executive alignment (VP/CxO) to shape multi-year roadmaps and outcomes
- Partner across ServiceNow (Software Sales AEs, CEG, Solution Sales, Product BUs, Marketing) and with our delivery partners to design winning pursuit strategies and delivery approaches
- Run high-quality deal reviews: solutioning/scoping oversight, proposal excellence, commercial strategy, pricing guardrails, and margin/viability checks
- Drive customer value realization: attach the right mix of services to product sales, align on success plans, and ensure time-to-value and adoption milestones are achieved
- Strengthen the ecosystem: define partner strategy and mix, enable partner readiness, and resolve resourcing gaps to ensure the right talent is on every engagement
- Be a data-driven operator: inspect pipeline health, coverage, velocity, win rates, attach rates, forecast accuracy, delivery utilization, and gross margin, acting quickly on insights
- Champion culture and change: set clear objectives, foster accountability, reward creativity and innovation, and model adaptability in a dynamic, competitive environment
- Talent builder: Identifies capability gaps, attracts key talent, and establishes coaching/mentoring to grow future leaders
- Executive influence: Crafts compelling business cases, gains buy-in, and negotiates skillfully with internal and external stakeholders
- Operational rigor: Aligns plans across teams, allocates resources to priorities, and sets aggressive yet realistic timelines
- Innovation & agility: Challenges teams to generate breakthrough ideas and embeds flexibility in structures, systems, and culture
- Customer obsession: Creates urgency around meeting customer needs; builds broad internal/external networks to stay ahead of industry shifts and amplify impact
- Key performance indicators
- Services bookings & growth, attach rate to product sales, and win rate
- Pipeline coverage & velocity, forecast accuracy
- Delivery utilization and revenue realization
- Time-to-value, adoption milestones, CSAT/NPS, and renewal impact/uplift
Benefits
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
About ServiceNow
Software Development
10,000+
ServiceNow (NYSE: NOW) makes the world work better for everyone. Our cloud-based platform and solutions help digitize and unify organizations so that they can find smarter, faster, better ways to make work flow. So employees and customers can be more connected, more innovative, and more agile. And we can all create the future we imagine. The world works with ServiceNow.
For more information, visit www.servicenow.com.