Director, Strategic Deal Development-Elevate

Company Description

It all started in sunny San Diego, California in 2004 when a visionary engineer, Fred Luddy, saw the potential to transform how we work. Fast forward to today — ServiceNow stands as a global market leader, bringing innovative AI-enhanced technology to over 8,100 customers, including 85% of the Fortune 500®. Our intelligent cloud-based platform seamlessly connects people, systems, and processes to empower organizations to find smarter, faster, and better ways to work. But this is just the beginning of our journey. Join us as we pursue our purpose to make the world work better for everyone.

Job Description

Director, Strategic Deal Development

Role Summary

The Director, Strategic Deal Development is responsible for creating, shaping, and advancing proactive enterprise deal opportunities across ServiceNow’s highest-impact motions. This role carries a global quota and is accountable for originating and progressing complex, transformational opportunities that require executive engagement, cross-functional orchestration, and deep platform-level storytelling.

This role works in close partnership with the account teams to shape and progress complex, transformational opportunities, bringing deep platform expertise, executive-level deal orchestration, and access to strategic programs to support holistic customer transformation.

Operating upstream of traditional sales motions, this role focuses on opportunities that cut across business units, require platform-level thinking, and benefit from intentional deal development beyond standard account execution.

Key Responsibilities

Revenue & Deal Ownership

· Carry a global quota tied to the creation and progression of strategic and transformational deals.

· Own a defined portfolio of high-impact opportunities, driving them from early signal through late-stage pursuit and close.

· Act as the deal development owner for assigned opportunities, ensuring clarity, momentum, and executive alignment throughout the pursuit lifecycle.

Proactive Deal Development

· Proactively shape identified transformational opportunities across:

o Office of the CEO–sponsored deals

o Marquee accounts (top 75 global customers)

o Inspire Value–led industry and use-case motions

o Partner- and ecosystem-driven opportunities

· Develop cross-business-unit deal hypotheses that leverage the full ServiceNow platform, not isolated products.

Deal Shaping & Orchestration

· Lead strategic deal shaping, including transformation narrative, value hypothesis development, investment strategy, and sequencing of executive conversations.

· Orchestrate cross-functional teams and programs to support holistic deal development.

· Maintain deal momentum by identifying blockers, aligning stakeholders, and driving clear next steps at every stage.

Executive & Platform Storytelling

· Serve as a credible transformation leader with customers, articulating the end-to-end ServiceNow platform story and its impact on operating models, outcomes, and enterprise value.

· Elevate conversations from point solutions to enterprise-wide transformation.

· Partner with internal executive sponsors to reinforce strategic messaging, urgency, and alignment

Qualifications

Qualifications & Profile

· Senior experience shaping and progressing large, complex enterprise deals

· Proven success in quota-carrying, outcome-driven roles

· 8-10 years of experience in the software industry

· 2 + years of Large Deal or Corporate Strategy/Business Development experience, supporting complex transactions such as M&A, IP Acquisition, Revenue Share Models, etc.

· Strong executive presence and comfort engaging C-suite stakeholders

· Deep understanding of platform-based enterprise selling

· Experience working across sales, consulting, value engineering, strategy, or transformation initiatives

· Ability to influence without authority and orchestrate global, cross-functional teams

· Comfort operating in ambiguity and building structure where none exists

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party serv