Director, GTM Transformation – Global GTM Transformation

<p>The Global GTM Transformation &amp; M&amp;A team at ServiceNow helps drive clarity, operational efficiency, and data-informed decision-making across our global Sales, Customer Success, and Partner ecosystem. As we continue to scale, we are seeking a Director, GTM Transformation who can balance strategic thinking, influence, and accountability with hands-on execution.</p><p>Help shape AI’s impact on how sellers work and interact with customers by collaborating across teams to drive ServiceNow’s go-to-market strategy. This role partners with executives in Sales, Marketing, Customer Success, and Product to deliver transformation programs that support scalable growth and improved margins.</p><p><br> <strong>Key Responsibilities</strong></p><p><br> <strong>GTM Strategy:</strong></p><ul><li>Define GTM transformation initiatives in partnership with executive leadership, focusing on revenue growth, customer acquisition efficiency, and cost optimization.</li><li>Develop business cases for key transformation initiatives, including expected ROI, timelines, and success metrics</li><li>Identify and benchmark best-in-class GTM operating models and practices across SaaS peers and the broader enterprise ecosystem</li></ul><p><strong>GTM Operational Execution</strong></p><ul><li>Build and manage cross-functional workstreams to deliver measurable improvements in pipeline generation, conversion rates, retention, and CAC efficiency</li><li>Develop and enhance operating frameworks (e.g., playbooks, reporting cadences, templates) that drive consistency and performance across regions and functions.</li><li>Collaborate closely with GTM Ops, Marketing, Customer Success, Finance, Product, Analytics, HR, and Enablement to drive priorities and deliverables</li></ul><p><strong>Stakeholder Engagement &amp; Change Management</strong></p><ul><li>Align senior stakeholders and communicate progress, wins, and lessons learned across executive audiences</li><li>Build trusted relationships with key cross-functional partners and drive alignment on shared business objectives</li><li>Champion a culture of execution excellence, continuous improvement, and ownership across the GTM Strategy team</li></ul> <p><strong>To be successful in this role you have:</strong></p><ul><li>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.&#xa0;</li><li>10+ years of experience in GTM strategy, or enterprise SaaS environments (combination preferred)</li><li>Strong ability to bridge technical expertise with business priorities, influencing direction and driving adoption</li><li>Track record of driving global GTM programs with measurable impact on revenue and margin</li><li>Experienced with executive alignment and governance for GTM transformation KPIs and OKRs across multiple initiatives</li><li>Experienced in delivering AI-powered programs from concept through scale, with measurable business impact</li><li>Strong analytical and problem-solving skills, including experience working with large datasets and building business models</li><li>Excellent communication skills; able to develop executive-ready materials and influence at all levels.</li><li>High sense of ownership and bias toward action; thrives in fast-paced, ambiguous environments.</li><li>Collaborative mindset and ability to lead through influence across teams and functions.</li><li>Bachelor’s degree required; MBA or advanced degree a plus.</li><li>Location: Remote / flexible</li></ul><p>&#xa0;</p><p>JV20</p><p>For positions in this location, we offer a base pay of $219,600 - $384,300,, 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 ... (truncated, view full listing at source)