Director, GTM Operations

Company Description

At ServiceNow, our technology makes the world work for everyone, and our people make it possible. We move fast because the world can’t wait, and we innovate in ways no one else can for our customers and communities. By joining ServiceNow, you are part of an ambitious team of change makers who have a restless curiosity and a drive for ingenuity. We know that your best work happens when you live your best life and share your unique talents, so we do everything we can to make that possible. We dream big together, supporting each other to make our individual and collective dreams come true. The future is ours, and it starts with you. 

With more than 7,700+ customers, we serve approximately 85% of the Fortune 500®, and we're proud to be one of FORTUNE 100 Best Companies to Work For® and World's Most Admired Companies™.

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Unsure if you meet all the qualifications of a job description but are deeply excited about the role? We still encourage you to apply! At ServiceNow, we are committed to creating an inclusive environment where all voices are heard, valued, and respected. We welcome all candidates, including individuals from non-traditional, varied backgrounds, that might not come from a typical path connected to this role. We believe skills and experience are transferrable, and the desire to dream big makes for great candidates.

Job Description

The Role

ServiceNow is experiencing tremendous growth through the market acceptance of our cloud-based Enterprise Service Management offering. We are seeking a proven & experienced professional to lead a global cross functional GTM strategy, planning and operations function within our GTM Operations team to enable our Global Industries & Strategic Growth (GISG) organization and support GTM Operations leader to develop common frameworks to plan and manage all our global businesses.  You will report to the Senior Director, GTM Operations and partner closely with the GISG President and Leadership Team, and GTM Operations & Monetization peers to set business strategy, lead GTM planning, establish and execute a strong operational cadence, generate business insights and drive strategic initiatives. You will bring structure and sustainable, scalable processes to support business growth and ensure cross functional alignment.  

The ideal candidate will have global experience leading organizations in a rapid growth phase; establishing and refining strategy, planning and operational capabilities in a global GTM organization; improving GTM processes and tools to scale; and partnering with GTM and functional stakeholders at all levels to implement on business priorities and achieve business results. This leader is expected to serve as a catalyst for change and actively work towards realizing a shared vision for transformation alongside its stakeholders.    

What you get to do in this role - key responsibilities:  

• Inspire, lead, and develop high-performing direct and matrixed teams  
• Act as a strategic partner to the GISG President and Leadership Team, and GTM Operations & Monetization peers through actively participating in shaping GISG and ServiceNow GTM strategy, building actionable plans to capture opportunities and maximize future revenue growth  
• Drive an integrated strategy, planning and operations function, ensuring alignment with cross functional leaders and all key stakeholders  
• Establish and execute a strong operational cadence to promote predictability, accountability, and precision throughout the sales lifecycle and ensure the health of the GISG businesses, including pipeline forecasting, pipeline management, KPI tracking and analytics, business reviews, and more  
• Lead annual planning activities, encompassing org structure adjustments, revenue growth projections, headcount planning, territory/quota setting, and coverage evolution  
• Build organizational capabilities to provide proactive and actionable insights into business drivers, identify areas of opportunity or risk, and drive critical business decisions  
• Refine and standardize processes, policies, and workflows to scale working with across the broader GTM and functional stakeholders  
• Oversee and support the delivery of new capabilities and improvements to existing business ecosystem, enabling the evolution of pipeline generation, to support the operational process  
• Champion and lead strategic initiatives aimed at driving growth, increasing productivity, and efficiently scaling the business, including third-party vendor management  
• Collaborate clos