Head of GTM Operations, ServiceNow
Servicenow.org
$174.8-288.5k
+ equity and ESPP
Cloud-based digital workflows for enterprises
Be an early applicant
Cloud-based digital workflows for enterprises
1001+ employees
Be an early applicant
$174.8-288.5k
+ equity and ESPP
1001+ employees
Company mission
To transform IT to revolutionize the enterprise.
Role
Who you are
- This role requires a leader with a deep understanding of sales processes across the revenue operations cycle (demand/pipeline, forecasting, post-sale), partner management, and business scaling
- 10+ years of experience in sales and/or sales operations within a software sales organization (enterprise SaaS)
- Demonstrated success in scaling operations for a high-growth tech company
- Strong understanding of sales operations, enablement and SaaS metrics
- Proficiency with CRM platforms, reporting/analytics tools and software’s
- Experience with the nonprofit sector a plus
- Strategic thinking skills and the ability to translate big picture strategic goals into actionable plans
- Strong analytical skills, strong data-driven decision-making capabilities
- Excellent written and verbal communication skills, with the ability to influence stakeholders at all levels
- Ability to adapt and thrive in a fast-paced, dynamic environment with competing priorities
What the job involves
- The Head of GTM Operations, ServiceNow.org, will play a pivotal role in the overall success of our nonprofit business unit
- They will be responsible for designing and implementing strategies and overseeing operational aspects of the sales organization, ensuring efficiency, while driving the strategic growth and maturity of the business
- This role will serve as a trusted advisor to the Group VP ServiceNow.org and the main operational lead for a diverse range of strategic planning and business operations functions with a special focus on revenue growth, KPI achievement, and resource management
- Collaborate with the GVP ServiceNow.org in setting and driving organizational vision, strategy revenue and workforce plans
- Use data-driven insights to improve, evolve and implement GTM Strategy based on market conditions and overall company priorities
- Translate strategy into actionable steps in partnership with the Sales Leaders and extended team members, to instantiate the NOWSell sales methodology. Support adoption of:
- GTM / Customer Segmentation
- Quota Setting and Compensation
- Account / Territory Planning
- Pipeline Management
- Forecasting
- Renewals
- Win/Loss Analysis
- Sales Enablement
- Reporting / Dashboards
- Analyze sales performance metrics and KPIs, identifying areas for improvement and ensuring continuous optimization of sales strategy
- Identify, initiate and run integrated sales plays across Sales, Marketing, GSD and Partners to accelerate NNACV in core solution areas in partnership with Product Marketing
- Develop and manage the operational budget, ensuring alignment with strategical goals
- Work cross-functionally across sales and all other functions (marketing, finance, product, etc.)
Our take
ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations, transforming old, manual ways of working into modern digital workflows. The company was founded in 2004 with a vision to build a cloud-based platform that would enable regular people to route work effectively through the enterprise.
Much as Salesforce enables a company to manage its external clients by keeping a record of all contacts and interactions, ServiceNow promises an internal system to meet the needs of employees. It has succeeded in claiming half the market, setting itself apart from legacy IT service-management software players like BMC Software, Hewlett Packard Enterprise, Cherwell Software and CA Technologies.
The company's success comes from two product traits: simplicity and customisability. ServiceNow's IT tools don't require the IT department to set them up. Once running, they offer a single collection centre for requests, data points and checklists, all of which can in turn be analysed by algorithms to predict needs, flag concerns and measure efficiency.
The company has more than 7,700 customers, including 85% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in the upcoming years and has entered into a 5-year partnership plan with Visa, beginning with the launch of a Visa-integrated dispute resolution solution for issuers. The company is prioritising organic growth over mergers and acquisitions, with a target revenue of $15B, something which its Visa partnership will no doubt aid in achieving.
Freddie
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Mar 2012
$11m
GROWTH EQUITY VC
Feb 2012
$17.9m
GROWTH EQUITY VC
Total funding: $83.8m
Company benefits
- Generous family leave
- Matched donations
- Annual learning stipends
- Flexible PTO
- Competitive retirement plan
- Paid volunteer time
Company HQ
Santa Clara, CA
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