Sr. Director, GTM Transformation

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

You will be part of the Global GTM Transformation & M&A team at ServiceNow, which drives GTM strategy, operational rigor, and data-informed decision-making across our global Sales, Customer Success, Marketing, and Partner ecosystem. As ServiceNow continues to scale organically and through acquisitions, we are seeking a Senior Director, Global GTM Transformation & M&A Integration to lead high-impact, enterprise-wide transformation initiatives that accelerate growth, improve margins, and ensure seamless integration of acquired businesses into ServiceNow’s go-to-market model.

What you get to do in this role:

• This role blends strategic leadership with hands-on execution and serves as a trusted partner to executive leadership across Sales, Marketing, Customer Success, Product, Finance, and Corporate Development. The Senior Director will shape how AI, data, and operating model design redefine how sellers work, how customers engage with ServiceNow, and how newly acquired SaaS businesses are integrated and scaled globally.

GTM Strategy:

• Lead GTM integration strategy and execution for acquired SaaS companies, in close partnership with Corporate Development, Product, Finance, Legal, and GTM leaders.
• Drive alignment on post-acquisition revenue strategy and GTM execution.
• Ensure consistent adoption of ServiceNow GTM processes, tools, forecasting, and reporting across acquired entities.
• Identify integration risks early and develop mitigation plans with cross-functional team.
• Define GTM transformation initiatives in partnership with executive leadership, focusing on revenue growth, sales efficiency, and cost optimization.
• Design and institutionalize scalable GTM operating frameworks, including playbooks, governance models, reporting cadences, and performance dashboards.

GTM Operational Execution:

• Develop and enhance operating frameworks (e.g., playbooks, reporting cadences, templates) that drive consistency and performance across regions and functions.
• Collaborate closely with GTM Ops, Marketing, Customer Success, Finance, Product, Analytics, HR, and Enablement to drive post-acquisition integration.
• Stakeholder Engagement & Change Management
• Serve as a senior advisor to executive leadership, providing clear insights, tradeoff recommendations, and progress updates.
• Drive executive alignment across functions and geographies, particularly during periods of transformation and post-acquisition change.
• Champion a culture of execution excellence, continuous improvement, and ownership across the GTM Transformation organization.

Qualifications

To be successful in this role you have:

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving. This may include using AI-powered tools, automating workflows, analyzing AI-driven insights, or exploring AI's potential impact on the function or industry.
• 10+ years of experience in GTM strategy within enterprise SaaS organizations, or strategy consulting
• Proven experience leading GTM integration for SaaS M&A, including post-close execution and value realization.
• Deep understanding of enterprise SaaS GTM models, including direct sales, product-led motions, partners, and customer success.
• Strong ability to bridge technical expertise with business priorities, influencing direction and driving adoption
• Track record of driving global GTM programs with measurable impact on revenue and margin
• Excellent communication skills; able to develop executive-ready materials and influence at all levels.
• High sense of ownership and bias toward action; thrives in fast-paced, ambiguous environments.
• Bachelor’s degree required; MBA or advanced degree a plus.
• Location: Remote / flexible

FD21

For positions in this location, we offer a base pay of $236,600 - $425,900, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown