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　　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 Sales Development (GSD) organization. You will report to the Senior Director, GTM Operations and partner closely with the Vice-President, GSD 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 Vice President, GSD, through actively participating in shaping GSD 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 GSD business, 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 closely with peers to establish best practices, foster knowledge sharing, and promote skills development across the GTM Operations organization

　　Produce presentations to brief and influence senior stakeholders, effectively communicating the vision and strategy of the GSD organization

　　Our ideal candidate:

　　8+ years sales strategy, sales planning, sales ops or highly related experience, demonstrating the capability to serve as a strategic advisor to sales and operations leaders

　　Confidence in building, managing & coaching high performing teams

　　Strong business acumen with deep knowledge of sales & GTM business

　　Ability to frame a business problem, analyze options and provide recommendations based on data-driven analysis

　　Adept at building trusted relationships and influencing at all levels

　　Excellent communication skills (verbal and written); able to convey complex ideas in a clear, concise manner for exec audiences

　　Change agent challenging the status quo and setting new strategic & operational direction based on fact-based, data-driven analysis

　　Strong operational mindset; skilled at building processes to scale

　　Demonstrated skills in business transformation, collaborating in a matrixed environment and leading large-scale programs

　　Self-motivated with an ability to manage multiple concurrent initiatives

　　Continuous learner, enjoy taking on new challenges and are comfortable handling ambiguity

　　You love winning as a team and always have your teammate’s back

　　Willingness to roll up sleeves to drive performance

　　Familiarity with Enterprise technology markets, including buying personas and product portfolio

　　Bachelor’s degree; MBA/advanced degree preferred

　　For positions in the Bay Area, we offer a base pay of $173,100 - $302,900, 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 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 (subject to eligibility requirements). Compensation is based on the geographic location in which the role is located, and is subject to change based on work location.

　　ServiceNow is an Equal Employment Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, national origin or nationality, ancestry, age, disability, gender identity or expression, marital status, veteran status or any other category protected by law.

　　At ServiceNow, we lead with flexibility and trust in our distributed world of work. Click here (https://www.servicenow.com/content/dam/servicenow-assets/public/en-us/doc-type/other-document/careers/new-world-of-work-personas.pdf) to learn about our work personas: flexible, remote and required-in-office.

　　If you require a reasonable accommodation to complete any part of the application process, or are limited in the ability or unable to access or use this online application process and need an alternative method for applying, you may contact us at [email protected] for assistance.

　　For positions requiring access to technical data subject to export control regulations, including Export Administration Regulations (EAR), ServiceNow may have to obtain export licensing approval from the U.S. Government for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by the U.S. Government.

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