AVP, Travel, Transportation & Logistics Go To Market

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

The Area Vice President (AVP), Travel, Transportation & Logistics (TTL) Go To Market – Global is an executive leadership role responsible for defining, building, and scaling ServiceNow’s global GTM strategy for the Travel, Transportation & Logistics industry vertical. This role reports directly into global Industry GTM leadership and operates with endtoend accountability across strategy, execution, and results. 

This is a netnew industry vertical for ServiceNow, requiring a startup mindset within a global enterprise. The AVP will establish the industry vision, bill of materials, and execution framework while leveraging the global industry operating model and partnering closely with Sales, Product, Marketing, Customer Success, and the Partner ecosystem to drive durable, longterm growth. 

The TTL industry vertical includes global freight and logistics providers, airlines and aviation services, trucking and ground transportation, rail operators, and cruise and maritime transportation companies. The scope of this role is global, with responsibility for shaping ServiceNow’s market presence, customer engagement strategy, and growth priorities worldwide. 

This leader will serve as the global executive sponsor and industry authority for strategic TTL customers, engaging directly with Csuite and senior operational leaders to align ServiceNow’s platform capabilities to missioncritical industry outcomes. 

This leader is responsible for five key areas: 

1. CustomerFocused Pipeline Development 
2. Introducing and educating executives and senior industry leaders to ServiceNow through executive briefings, customer advisory engagements, and participation in global industry events. Partnering with account teams to advance pipeline by embedding deep Travel, Transportation & Logistics industry expertise into customer strategy and engagement. 
3. SalesOriented Pipeline Progression 
4. Partnering with global and regional Sales leadership to drive pipeline creation, progression, and closure across priority TTL accounts. Embedding industry expertise into account strategy, deal qualification, and executive pursuits to accelerate complex, multistakeholder sales cycles and contribute materially to revenue growth. 
5. Partner Development & Execution 

Defining and leading the global partner strategy for the TTL vertical, prioritizing system integrators and industry specialists that accelerate customer outcomes. Establishing joint GTM motions that strengthen vertical credibility, delivery capability, and cosell effectiveness. 

• Analyze, Drive & Report on the Business 

• Owning analysis and reporting of the global TTL business, including pipeline health, growth trends, strategic opportunities, and KPI impact. Using data and insights to prioritize investments, guide execution, and drive accountability across a highly matrixed organization. 

• Industry Strategy & Leadership Development 

Owning the global industry strategy for Travel, Transportation & Logistics, including industry segmentation, value propositions, and multiyear growth priorities. Building the industry narrative, executive messaging, and differentiated point of view grounded in deep operational understanding. Operating with a builder’s mindset by establishing repeatable playbooks, scalable motions, and governance models as the vertical matures, while influencing product strategy and industry solution investment in partnership with Product and Engineering leadership. 

Qualifications

Standard for this role

• 15–20+ years of progressive leadership experience within Travel, Transportation, Logistics, or Aviation, including senior roles with global scope 

• Strongly preferred: Direct operator or leadership experience at a global logistics company (e.g., FedEx, UPS, DHL or similar) or a commercial airline 

• Demonstrated success building or scaling a business, vertical, or new market motion within a complex enterprise environment 

• Proven ability to engage, influence, and advise Csuite and senior operational executives 

• Deep understanding of global transportation networks, operationa