Director of GTM Transformation, ServiceNow
Global GTM Transformation
$215.9-377.9k
+ Variable/incentive compensation
Cloud-based digital workflows for enterprises
Job no longer available
Cloud-based digital workflows for enterprises
1001+ employees
Job no longer available
$215.9-377.9k
+ Variable/incentive compensation
1001+ employees
Company mission
To transform IT to revolutionise the enterprise.
Role
Who you are
- 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
- 10+ years of experience in GTM strategy, or enterprise SaaS environments (combination preferred)
- Strong ability to bridge technical expertise with business priorities, influencing direction and driving adoption
- Track record of driving global GTM programs with measurable impact on revenue and margin
- Experienced with executive alignment and governance for GTM transformation KPIs and OKRs across multiple initiatives
- Experienced in delivering AI-powered programs from concept through scale, with measurable business impact
- Strong analytical and problem-solving skills, including experience working with large datasets and building business models
- Excellent communication skills; able to develop executive-ready materials and influence at all levels
- High sense of ownership and bias toward action; thrives in fast-paced, ambiguous environments
- Collaborative mindset and ability to lead through influence across teams and functions
- Bachelor’s degree required; MBA or advanced degree a plus
- Location: Remote / flexible
What the job involves
- The Global GTM Transformation & M&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
- 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
- Define GTM transformation initiatives in partnership with executive leadership, focusing on revenue growth, customer acquisition efficiency, and cost optimization
- Develop business cases for key transformation initiatives, including expected ROI, timelines, and success metrics
- Identify and benchmark best-in-class GTM operating models and practices across SaaS peers and the broader enterprise ecosystem
- Build and manage cross-functional workstreams to deliver measurable improvements in pipeline generation, conversion rates, retention, and CAC efficiency
- Develop and enhance operating frameworks (e.g., playbooks, reporting cadences, templates) that drive consistency and performance across regions and functions
- Collaborate closely with GTM Ops, Marketing, Customer Success, Finance, Product, Analytics, HR, and Enablement to drive priorities and deliverables
- Align senior stakeholders and communicate progress, wins, and lessons learned across executive audiences
- Build trusted relationships with key cross-functional partners and drive alignment on shared business objectives
- Champion a culture of execution excellence, continuous improvement, and ownership across the GTM Strategy team
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 7500 customers, including 80% of the Fortune 500 list of the United States' largest corporations. ServiceNow now looks to increase its revenue threefold in 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 $15 billion, 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
- Commuter benefits
- Annual learning stipends
- Work from home opportunities
- Generous family leave
- Matched donations
- Flexible PTO
- 401(k) matching
- Paid volunteer time
Company HQ
Santa Clara, CA
Leadership
Fred Luddy
(Founder & Chairman Of The Board)Previously Software Developer at Amdahl Corporation for 4 years and CTO at Peregrine Systems for 13 years.
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