Director, GTM Packaging & Offerings

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

What you get to do in this role:

The Customer Excellence Group - Strategy & Product - Catalyst Center of Excellence will be responsible for partnering with the Platform and Product Business Unit Product Management and Engineering organizations to deliver a transformational AI‑first implementation and adoption experience for ServiceNow’s customers. You are being hired to work on one of the most exciting initiatives at one of the fastest-growing Enterprise AI companies in the industry. As Director, Pre-Sales Support & Customer Enablement, you will you will build and lead a team that empowers ServiceNow’s pre-sales and delivery organizations to position ServiceNow’s autonomous implementations capabilities, which will accelerate time-to-value for customers, enabling our sellers to win more deals. Your North Star: dramatically compress time‑to‑first-meaningful‑use, accelerate adoption, and deliver a consistently excellent, AI‑enabled implementation journey that reduces deployment friction and improves renewal outcomes.

Responsibilities: 

• Develop and execute strategies to enable pre-sales teams in articulating the value of autonomous implementations and driving faster customer adoption.
• Build scalable support models and assets for pre-sales engagement, including solution positioning, demos, and proof-of-value frameworks – all using AI (agentic, predictive, generative) patterns and non-AI capabilities as well.
• Partner with Sales, Product Management, Engineering, and BUs to ensure alignment on messaging, capabilities, and positioning of customer outcomes.
• Drive angles of implementation steps, time compression, and value realization metrics.
• Establish best practices for faster customer engagement, ensuring a seamless transition from pre-sales to delivery, and maximizing customer satisfaction.
• Create enablement curricula, certification paths, and playbooks for pre-sales and customer-facing teams.
• Create Feedback Loops from pre-sale and post-sale input from prospects & customers back into Catalyst CoE & STEP Product org

Qualifications

To be successful in this role, you must have:

• 10+ years of customer-facing experience leading pre-sales support and customer engagement programs in enterprise software; proven success in building and scaling high-performing teams.
• Extensive experience in enterprise software solutions is a must-have.
• Ability to engage directly with customers and partners to help bring deals home and support driving client project outcomes.
• Deep understanding of pre-sales processes, solution positioning, and customer engagement strategies for innovative technology offerings.
• Strong commercial and selling acumen and ability to drive measurable outcomes across global stakeholders.
• Stellar executive and customer-facing presence and communication skills are a must-have.
• Experience with AI-first or autonomous implementation initiatives; familiarity with LLM/GenAI fundamentals and enterprise integration preferred.
• Proven cross-functional leadership and executive communication skills; ability to influence Product, Engineering, Sales, Services, and Risk/Legal/Security teams.
• Experience in instituting governance, quality assurance, and AI guardrails in customer-facing processes.
• Prior ServiceNow experience or knowledge

For positions in this location, we offer a base pay of $217,500 - $380,700, 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 is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas